Commercial Account Executive (Mid-Market) - Australia

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

As a Commercial Account Executive focused on New Zealand, you'll drive GitLab's growth by helping the majority of New Zealand's organizations adopt, implement, and expand our AI-powered DevSecOps platform. New Zealand is a strategic focus market for GitLab, and outside of a small number of named strategic accounts, the vast majority of the New Zealand market sits within Commercial - meaning this role carries the scope, complexity, and customer seniority typically associated with Enterprise coverage. You'll focus on guiding customers through their AI and DevSecOps journeys and driving pipeline generation that translates into measurable new ARR and long-term expansion. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organization so GitLab is seen as a trusted, long-term partner across the full sales cycle. You'll also mentor and coach fellow team members, sharing knowledge and learnings to elevate team performance. In your first year at this level, you'll deepen executive-level customer relationships, continue building a healthy book of business, and demonstrate consistent top-tier performance while supporting the growth of your peers.

What you'll do

• Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from GitLab's AI-powered DevSecOps platform.

• Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, then leading discovery, negotiation, and close to create new ARR.

• Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory.

• Articulate the value of GitLab to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs.

• Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts against your plan through regular pipeline and deal reviews.

• Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption, and support expansion while minimizing churn and contraction.

• Represent GitLab in customer meetings and events by driving

Responsibilities

• Own and grow a book of mid-market commercial accounts in territory
• Drive full sales cycle including pipeline generation through outbound prospecting, discovery, negotiation, and close
• Meet or exceed quota by building strong long-term customer relationships and acting as primary point of contact
• Articulate GitLab's value to mid-market prospects and connect platform to business outcomes, productivity goals, and security needs
• Manage territory by documenting buying criteria and processes, defining next steps, and maintaining accurate opportunity information
• Create clear quarterly forecasts against plan through regular pipeline and deal reviews
• Collaborate with partners, Sales Development, Customer Success, Renewals, and Solutions Architects on new business and expansion
• Represent GitLab in customer meetings and events
• Mentor and coach fellow team members, sharing knowledge to elevate team performance
• Deepen executive-level customer relationships and demonstrate consistent top-tier performance