Commercial Account Executive - DACH

GitLab is seeking a Commercial Account Executive for the DACH region to serve as the primary connection between GitLab and mid-market customers (up to 4,000 team members). In this role, you'll manage a broad book of business and guide organizations through adopting GitLab's AI-powered DevSecOps platform while owning the full sales cycle from discovery through close.

• Report to an Area Sales Manager and own a broad book of mid-market business, from new prospects to growing existing accounts
• Manage the full sales cycle for Commercial prospects, from discovery and solution alignment through negotiation and close
• Support GitLab for Commercial prospects by clearly articulating the DevSecOps value proposition and aligning it to customer business outcomes
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams
• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline
• Contribute to improving sales handbook and processes by documenting best practices and opportunities for refinement
• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success
• Represent the voice of the customer by contributing product feedback and ideas to the public issue tracker

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps
• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions
• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities
• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management
• Alignment with GitLab's values and interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy
• Fluent German language skills (required)

• Flexible Paid Time Off
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support
• Team Member Resource Groups
• Benefits to support health, finances, and well-being
• Distributed, asynchronous team environment
• Travel required in line with company policy