[All remote jobs](https://jobicy.com/jobs.md)[![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg)](https://jobicy.com/company/gitlab.md)[GitLab](https://jobicy.com/company/gitlab.md) # Commercial Account Executive – Australia Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/gitlab.md)ShareRemote from[Australia](https://jobicy.com/job-region/australia.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished21 Oct 2026Apply before20 Nov 2026Listing views42Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. GitLab is seeking a Commercial Account Executive to own and expand a commercial customer portfolio across Queensland, with additional opportunities in South Australia. The role leads the full B2B SaaS sales cycle, from outbound prospecting and discovery through negotiation, closing, adoption, and expansion. The successful candidate will sell GitLab’s AI-powered DevSecOps platform, maintain rigorous forecasting and CRM data, and collaborate with sales, customer success, renewals, partners, and solutions architects. This is a senior individual-contributor sales role with peer mentoring responsibilities and regular on-site customer meetings. It suits a self-directed seller experienced in complex, multi-stakeholder commercial software sales. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe position requires independently generating pipeline, closing complex SaaS deals, forecasting accurately, and developing executive relationships across a large territory. Success depends on strong consultative selling, technical product learning, disciplined opportunity management, and consistent quota performance. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$120,000US market range (per year)$95k–$155k0$170.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary was disclosed. Estimated annual USD compensation for a senior commercial SaaS account executive is approximately $95,000–$155,000, with a midpoint of $120,000; this is an AI estimate rather than verified compensation research. ## Core skills Skills and capabilities most closely associated with this opportunity. [B2B SaaS sales](https://jobicy.com/jobs?search_keywords=B2B%20SaaS%20sales.md)[Account management](https://jobicy.com/jobs?search_keywords=Account%20management.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Sales negotiation](https://jobicy.com/jobs?search_keywords=Sales%20negotiation.md)[Executive relationship management](https://jobicy.com/jobs?search_keywords=Executive%20relationship%20management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Clari](https://jobicy.com/jobs?search_keywords=Clari.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[MEDPICC](https://jobicy.com/jobs?search_keywords=MEDPICC.md)[Command of the Message](https://jobicy.com/jobs?search_keywords=Command%20of%20the%20Message.md)[DevSecOps](https://jobicy.com/jobs?search_keywords=DevSecOps.md)[Customer expansion](https://jobicy.com/jobs?search_keywords=Customer%20expansion.md) Sample interview questionsHow would you build a pipeline in a new Queensland commercial territory for GitLab?I would segment accounts by DevSecOps maturity, development scale, security and compliance needs, and expansion potential. I would create account-specific value hypotheses, coordinate targeted outreach with SDR and partner teams, and use discovery to validate pain points, buying processes, and stakeholder maps. I would manage activity and conversion metrics in the CRM and regularly refine the plan based on pipeline quality. Describe how you manage a complex multi-stakeholder SaaS sales cycle. I start by identifying business, technical, security, procurement, and executive stakeholders and clarifying their individual success criteria. I use a structured qualification process such as MEDPICC to document metrics, decision process, champion strength, competition, and risks. I then align a mutual action plan with clear owners and dates, bring in the appropriate internal specialists, and maintain executive alignment through the close. How would you articulate GitLab’s value to a commercial customer evaluating DevSecOps platforms? I would connect GitLab’s platform to the customer’s measurable outcomes, such as improving developer productivity, consolidating tooling, strengthening security controls, and accelerating software delivery. Rather than leading with features, I would use discovery findings to quantify current friction and demonstrate how an integrated platform can reduce complexity and improve governance. I would validate the value narrative with both technical teams and business decision-makers. What practices help you produce reliable sales forecasts? I maintain accurate opportunity data, validate close dates against customer actions rather than optimism, and inspect stage progression, stakeholder engagement, technical validation, and commercial risks. I use regular deal reviews to challenge assumptions and identify gaps in qualification. My forecast reflects committed deals separately from upside and includes specific actions to improve coverage and reduce risk. How would you balance your individual quota with mentoring other account executives? I would protect focused time for my territory and customer commitments while making mentoring practical and repeatable through deal reviews, call coaching, templates, and sharing effective account strategies. I would focus on helping peers solve real opportunities rather than providing generic advice. This supports team performance while reinforcing my own operational discipline and sales leadership. Opportunity details ## About this role. 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](https://www.youtube.com/watch?v=OuZIb5zszQI) 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 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. ### What you’ll do * Own and grow a book of commercial accounts in your primary territory across Queensland, 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. * Work with your key customers to drive adoption and consumption in new products. * 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 commercial 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 attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities. * Mentor and coach fellow Commercial Account Executives, sharing sales strategies, customer insights, and lessons learned to help elevate team performance and contribute to team goal achievement. * Regularly meet on-site with key customers to develop and strengthen executive-level relationships, ensuring GitLab is viewed as a strategic, long-term partner at the highest levels of the organization. ### 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! About the team 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. ### How GitLab Supports Full-Time Employees * [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) * [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto) * [Team Member Resource Groups](https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/) * [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/) * [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/) * [Parental Leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#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](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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.](https://handbook.gitlab.com/handbook/hiring/candidate-faq/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](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and [EEO is the Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices). If you have a disability or special need that requires [accommodation](https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation), please let us know during the [recruiting process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process). Show more [Apply now >](https://jobicy.com/jobs/156189-commercial-account-executive-australia.md) > Annual salary information is not provided for this position. 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