Commercial Account Executive, Named – West

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Remote from: USA
Salary: USD 91,600–154,200 / yr
Department: Sales
Employment: Full Time
Experience: Director
Published: 26 Oct 2026
Apply before: 25 Nov 2026
Listing views: 12
Application actions: 1

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AI Summary

The role, at a glance.

GitLab is seeking a Commercial Named Account Executive to own and grow a US Western commercial territory focused on upper mid-market customers. The role combines new-business prospecting, strategic account management, forecasting, partner collaboration, and customer adoption work. Success depends on consultative SaaS selling, disciplined pipeline generation, and use of MEDPICC and Command of the Message. The candidate must be based in the US Central, Mountain, or Pacific time zones and be able to travel for customer meetings, events, training, and off-sites. This is a remote full-time sales role with a disclosed US base-salary range and additional incentive eligibility.

Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

Job Complexity

4/5

EasyHard

Pace & Pressure

5/5

RelaxedFast-paced

Autonomy Level

5/5

GuidedFull ownership

Communication Load

5/5

IndependentCollaborative

AI insightThis is a quota-carrying commercial sales role requiring ownership of a broad territory, complex buying processes, accurate forecasting, and cross-functional leadership. The role calls for demonstrated SaaS sales experience and the ability to close value-based DevOps-related opportunities.

Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job median (per year)Market rate

$122,900

US market range (per year)$105k–$165k

0$181.50k

AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses a US base salary range of $91,600–$154,200 USD. The posting does not expressly state a cadence, so yearly pay is inferred from the full-time US professional sales context and the annual-scale range. The midpoint base salary is $122,900 per year; sales roles may also receive incentive pay targeted at up to 100% of base salary, which is excluded from the base-salary figures. Estimated US market base pay for a comparable commercial SaaS account executive is $105,000–$165,000 per year.

Core skills

Skills and capabilities most closely associated with this opportunity.

SaaS sales Enterprise sales Account management New business development Pipeline generation Sales forecasting MEDPICC Command of the Message Consultative selling Contract negotiation Customer retention Partner ecosystem management DevOps Git Cross-functional collaboration

Sample interview questions

How do you build pipeline in a territory with both existing accounts and new-logo opportunities?

I segment accounts by potential, intent signals, renewal timing, and whitespace, then set a weekly prospecting cadence across priority segments. I combine targeted outbound outreach, partner-led introductions, event follow-up, and expansion conversations with current customers, while tracking conversion rates to refine the approach.

Describe how you use MEDPICC to qualify a complex SaaS opportunity.

I map each stakeholder and validate metrics, economic buyer access, decision criteria, decision process, paper process, pain, champion, and competition. I document evidence and gaps after each interaction, create mutual next steps to close gaps, and avoid forecasting an opportunity as commit until the critical elements are verified.

How would you communicate GitLab's value to a development and executive buying group?

I would tailor the conversation to each audience while maintaining one business case. For technical teams, I would connect platform capabilities to workflow efficiency, security, and toolchain simplification; for executives, I would quantify outcomes such as faster delivery, reduced risk, improved productivity, and lower operational complexity.

Tell us about a time you recovered a stalled deal.

I would explain how I requalified the opportunity, identified the source of stall through direct stakeholder conversations, and rebuilt a mutual action plan around the customer's business deadline. By bringing in the right technical or executive resources and clarifying decision criteria, I would create a credible path to close or disqualify the deal quickly.

How do you maintain forecast accuracy while pursuing an ambitious quota?

I use objective stage-exit criteria, inspect close plans regularly, and separate upside from commit based on verified customer actions rather than optimism. I also review pipeline coverage and aging weekly, identify risks early, and create specific actions for each material opportunity with owners and dates.

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 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

Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market, which currently works with companies that employ between 2,500 to 4,000 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.

Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

This person must be located in Central, Mountain, or Pacific Timezones.

What you’ll do

Meet or exceed quota while fostering strong customer relationships
Articulate the value of GitLab to our Commercial prospects and customers in the US Western region
Take ownership of and act as the CEO for the book of business in your territory:

Document the buying criteria & process, next steps & owners
Build a strong pipeline through a healthy cadence of prospecting activity
Prospect and close new business to expand your territory
Ensure adoption of our solutions and do your best to avoid churn and contraction
Work and collaborate with our Partner ecosystem to drive new business and value for our customers
Create an accurate forecast for each quarter against your plan/budget
Drive attendance to our events, which you will be part of to further network with current and prospective customers

Contribute to root cause analyses on wins/losses.

Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.

Contribute to documenting improvements in our sales handbook
Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
Be the voice of the customer by contributing product ideas to our public issue tracker
Master MEDPICC and Command of the Message on all opportunities

What you’ll bring

A true desire to see customers benefit from the investment they make with GitLab
Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
Interest in GitLab, and open source software
Ability to leverage established relationships and proven sales techniques for success
Effective communicator, strong interpersonal skills
Motivated, driven and results oriented
Excellent negotiation, presentation and closing skills
Preferred experience with Git, Software Development Tools, Application Lifecycle Management
You share our values, and work in accordance with those values.
The ability to travel for events such as trainings, team off sites, customer meetings, etc. and comply with the company’s travel policy

Remote-Global

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role’s base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$91,600—$154,200 USD

How GitLab Supports Full-Time Employees

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.