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GitLabCommercial Account Executive - Australia
GitLab operates as an intelligent orchestration platform for DevSecOps, helping organizations boost developer efficiency, minimize security risks, and accelerate digital transformation through AI integration. The company…
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About This Role
GitLab operates as an intelligent orchestration platform for DevSecOps, helping organizations boost developer efficiency, minimize security risks, and accelerate digital transformation through AI integration. The company seeks a Commercial Account Executive to manage and grow a portfolio of commercial accounts, primarily covering the Queensland territory with additional opportunities in South Australia. This position involves driving the entire sales cycle, from outbound prospecting and pipeline generation to discovery, negotiation, and deal…
Job Description
GitLab operates as an intelligent orchestration platform for DevSecOps, helping organizations boost developer efficiency, minimize security risks, and accelerate digital transformation through AI integration. The company seeks a Commercial Account Executive to manage and grow a portfolio of commercial accounts, primarily covering the Queensland territory with additional opportunities in South Australia. This position involves driving the entire sales cycle, from outbound prospecting and pipeline generation to discovery, negotiation, and deal closure. The successful candidate will act as a primary point of contact and trusted advisor, guiding customers through their DevSecOps journey while collaborating with partner networks, Sales Development, Customer Success, Renewals, and Solutions Architects. Beyond managing territory plans and quarterly forecasts, this role requires mentoring and coaching fellow team members by sharing strategies and customer insights. Candidates should possess experience in complex B2B software sales, familiarity with CRM and forecasting systems like Salesforce and Clari, and strong consultative multi-stakeholder sales capabilities. GitLab operates as a distributed organization, and this specific position allows for candidates based in Sydney, Melbourne, or Brisbane.
Responsibilities
- Manage and expand a designated book of commercial accounts within Queensland and South Australia
- Drive full sales cycles independently through outbound prospecting, qualification, discovery, negotiation, and closing to generate new annual recurring revenue
- Meet or exceed assigned sales quotas while serving as the main point of contact for commercial opportunities
- Articulate platform value clearly by connecting software capabilities to customer business outcomes, productivity goals, and security requirements
- Maintain accurate territory documentation, buying criteria, next steps, and quarterly forecasts using CRM tools
- Collaborate cross-functionally with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to secure new business and drive adoption
- Represent the employer in customer meetings and events through presentations, proposals, and outcome-focused reports
- Apply MEDPICC and Command of the Message frameworks across all sales opportunities
- Coach and mentor peers by sharing sales strategies, insights, and lessons learned to elevate overall team performance
- Conduct regular in-person meetings with key customers to build strong executive-level relationships
Requirements
- Demonstrated experience executing complex B2B software sales cycles with commercial and commercial-tier accounts
- Ability to rapidly learn and sell sophisticated SaaS or DevSecOps platforms, including acquiring new customers
- High operational rigor in deal management using CRM and forecasting platforms such as Salesforce and Clari
- Proficiency in managing larger, multi-threaded deals utilizing structured negotiation and executive coverage strategies
- Strong self-management skills for territory account planning, KPI execution, and multi-stakeholder consultative selling
- Capacity to mentor peers and take on team-level responsibilities to elevate collective goals
- Effective communication skills capable of conveying value across all organizational levels while remaining calm under pressure
Core Skills
Benefits
- Flexible paid time off
- Access to team member resource groups
- Equity compensation and employee stock purchase plan
- Growth and development fund
- Parental leave
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this role located?
This position can be based in Sydney, Melbourne, or Brisbane.
What is the employment type?
The posting specifies full-time employment.
What territory does this position cover?
The role primarily focuses on commercial accounts across the Queensland territory with additional opportunities in South Australia.
Is salary information provided in the posting?
The job posting does not specify the salary for this position.
Sample Interview Questions
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