Commercial Account Executive - Mid Market (Remote)

About the Role

Join GitLab as a Commercial Account Executive - Mid Market (Remote) and be the primary connection between GitLab and customers in Greece. In this role, you'll help organizations adopt and expand the world’s most comprehensive AI-powered DevSecOps platform. This position allows you to work remotely while driving significant business outcomes and building trusted relationships.

What You'll Do

• Report to a Regional Sales Director and manage a broad book of business, from new prospects to growing existing accounts across Greece.
• Oversee the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
• Articulate GitLab’s DevSecOps value proposition and align it to customer business outcomes effectively.
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
• Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Requirements

• Proven success in software sales, ideally in a mid-market or enterprise context, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
• Alignment with GitLab’s values, an interest in contributing from diverse or transferable sales backgrounds, and willingness to travel in line with company policy.

Nice to Have

• Familiarity with AI technologies and DevSecOps practices.
• Experience in a remote work environment.
• Previous experience in a fast-paced tech startup environment.

What We Offer

• Flexible Paid Time Off to support your work-life balance.
• Team Member Resource Groups for community and support.
• Equity Compensation & Employee Stock Purchase Plan.
• Growth and Development Fund to enhance your skills.
• Parental leave to support your family needs.
• Home office support to create an effective work environment.