About this role.
GitLab is hiring a remote Commercial Account Executive to own new-business, expansion, adoption, and renewal activity across SMB and mid-market accounts in the Northern Cone. The role serves customers in Andean, Central American, and Caribbean markets, selling GitLab’s AI-powered DevSecOps platform through value-based conversations with technical and business stakeholders. Core work includes outbound prospecting, pipeline development, discovery, negotiation, forecasting, account planning, and churn reduction. Success requires Spanish fluency, SaaS sales experience, strong cross-functional coordination, and disciplined use of sales methodologies such as MEDDPICC and Command of the Message.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would segment accounts by fit, technical environment, growth signals, and likely business triggers, then create targeted outreach plays for each segment. I would combine consistent outbound activity with partner, marketing, and customer-success signals, documenting hypotheses and next steps in the CRM. I would regularly inspect conversion rates by stage to focus effort on the highest-quality sources and messages.
I would establish measurable business outcomes early, such as faster delivery, lower tool-chain cost, improved security posture, or reduced operational friction. I would map the economic buyer, decision criteria, decision process, pain, champion, and competition while validating each item through direct customer conversations. Any unconfirmed MEDDPICC element would become a specific next-step objective rather than an assumption in the forecast.
For technical stakeholders, I focus on workflow integration, developer productivity, security collaboration, and reduced tooling complexity. For executives, I translate those capabilities into business outcomes such as delivery speed, risk reduction, operational efficiency, and clearer governance. I tailor the message using the customer’s stated priorities and validate it through discovery rather than relying on a generic product pitch.
I would first assess usage, stakeholder engagement, open issues, success criteria, and commercial timing with Customer Success and Renewals. I would then run a structured conversation to uncover the root cause, align on a recovery plan, assign owners and milestones, and reconnect the customer to the highest-value use cases. I would maintain executive visibility where appropriate and forecast the risk transparently until the account is stabilized.
I use clear stage-exit criteria, document stakeholder commitments and mutual action plans, and regularly challenge close dates against the customer’s actual decision process. I separate upside from commit based on evidence, not optimism, and identify deal risks early. A consistent weekly inspection rhythm with CRM hygiene helps ensure my manager and cross-functional partners have an accurate view of the territory.
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.
An overview of this role
As a Commercial Account Executive for Northern Cone, you’ll be the primary point of contact for prospective and existing small and medium-sized business and mid-market customers in Andean, Central America and Caribbean. You’ll help organizations with up to 1,999 team members modernize how they plan, build, secure, and ship software with GitLab’s AI-powered DevSecOps platform. You’ll own a broad book of business and act as a trusted advisor as you prospect, run complex sales cycles, guide customers toward clear business outcomes, support adoption, and reduce churn. You’ll work closely with Sales Development, Customer Success, Renewals, Partners, Marketing, technical teams, and Sales leadership. You’ll use value-based selling and structured methodologies such as MEDDPICC and Command of the Message to build a healthy pipeline, forecast accurately, and support revenue goals across a wide range of deal sizes.
This role will be 100% remote and will be based in the US or Mexico.
What you’ll do
- Own and manage a broad small and medium-sized business and mid-market book of business in Northern Cone, driving new and expansion opportunities from prospecting through close and renewal.
- Focus on customer accounts with up to 1,999 team members, navigating a range of project sizes and complexity within the small and medium-sized business and mid-market segments.
- Articulate the value of GitLab’s AI-powered DevSecOps platform, tailoring your approach to each customer’s business and technical needs to support clear, outcome-focused decisions.
- Build and maintain a healthy pipeline through consistent outbound prospecting, qualification, and opportunity advancement, using structured methodologies such as MEDDPICC and Command of the Message.
- Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined sales cycles and support accurate territory and forecast management.
- Collaborate with Sales Development, Customer Success, Renewals, Marketing, technical teams, and Partners to coordinate account strategies, co-sell, and deliver a cohesive pre- and post-sales experience.
- Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
- Share win and loss insights, update the sales handbook, and serve as a clear voice of the customer through GitLab’s public issue tracker.
What you’ll bring
- Fluency in Spanish and experience selling software as a service (SaaS) solutions through value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
- Experience owning and managing a broad small and medium-sized business and mid-market territory as the primary point of contact, from prospecting through close, adoption, and expansion.
- Skill in building and maintaining strong customer relationships, including discovery, negotiation, and closing in support of long-term customer outcomes.
- Comfort driving consistent outbound prospecting, creating and maintaining a healthy pipeline, and keeping territory and forecast documentation accurate.
- Ability to collaborate with Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams to coordinate and carry out account strategies.
- Clear and structured communication skills, including presenting GitLab’s DevSecOps value proposition to different audiences and documenting customer insights.
- Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab’s AI-powered DevSecOps platform.
- Willingness to travel to meet customers and attend events as needed. We welcome transferable sales experience from a variety of backgrounds.
About the team
This role sits within GitLab’s broader Sales organization, focused on helping small and medium-sized business and mid-market customers adopt and expand their use of our AI-powered DevSecOps platform. You’ll work with a distributed group across account management, Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams. Together, the team collaborates asynchronously across regions to manage a broad book of business and a wide range of opportunity sizes. The team guides customers from initial evaluation through long-term value by developing new business, strengthening customer relationships, and supporting healthy product adoption. You’ll use shared playbooks, the sales handbook, and GitLab itself to stay coordinated on territory plans, pipeline health, and best practices.
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
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you’re excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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