Commercial Account Executive - Australia

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

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.