Commercial Account Executive - Australia

Commercial Account Executive

This role can be based in Sydney, Melbourne or Brisbane. As a Commercial Account Executive, you'll drive GitLab's growth by helping Commercialet organizations adopt, implement, and expand our AI-powered DevSecOps platform. You'll also elevate your impact through team leadership and mentoring. You'll primarily focus on commercial accounts across the Queensland territory with opportunities in South Australia, guiding customers through their digital 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.

The Commercial Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our Commercial customers. As a Commercial Account Executive, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, Sales Development, Customer Success, Renewals, and partner teams. We value transparency, collaboration, and a consultative approach, and we support one another through shared territory planning, regular deal reviews, and knowledge sharing focused on winning new customers, expanding existing accounts, and helping Commercial organizations get the most value from GitLab.

What You'll Bring

• Ability to drive complex B2B software sales cycles and build trusted relationships with commercial and Commercialet customers, ideally in a Commercial Account Executive or similar role serving Commercialet customers.
• Ability to quickly learn and sell a complex SaaS or DevSecOps platform to commercial and Commercialet accounts, including identifying and breaking into new customers.
• Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), with the ability to create reliable forecasts and manage your territory using both insight and data.
• Skill in managing and closing larger, more complex deals in the Commercial segment using proven multi-threading, negotiation, and executive coverage strategies.
• Self-starter who is a manager of one when it comes to territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions.
• Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate team performance and collective goal achievement.
• Effective communication and interpersonal skills, with the ability to articulate value at all levels of the customer organization, lead clear and compelling customer conversations, and remain calm and solutions-focused under pressure.
• Experience driving adoption and consumption with customers whilst leading your account team.
• Outbounding: Not afraid to email, call, prospect into prospective accounts whilst building value narratives that land.
• Adaptability, flexibility, creativity and a desire to build something new!

How GitLab Supports Full-Time Employees

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave