Senior Commercial Account Executive, Mid Market - Japan

An overview of this role

As a Senior Commercial Account Executive, you'll drive GitLab's growth by helping commercial and mid-market organizations adopt, implement, and expand our AI-powered DevSecOps platform. You'll elevate your impact through leadership in complex deal cycles and by mentoring others on the team. You'll focus on managing and growing a defined book of business. You'll also source new opportunities and guide customers through their DevSecOps and AI adoption journeys. You'll build pipeline that turns into measurable new annual recurring revenue (ARR) and long-term expansion. In this role, you'll act as a strategic connector between customer stakeholders and GitLab's field organization. You'll help ensure GitLab is seen as a trusted, long-term partner across the full sales cycle. You'll also share best practices, deal strategy, and customer insights to help raise overall team performance. In your first year, you'll deepen executive-level relationships within key accounts. You'll build and execute a territory plan that supports a healthy book of business. You'll consistently deliver top-tier performance while contributing to the success and growth of your peers.

What you'll do

• Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from GitLab's AI-powered DevSecOps platform and GitLab Duo.
• Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, leading discovery and value-based demos, aligning stakeholders, negotiating, and closing to create new ARR and multi-year commitments.
• Meet or exceed quota by building strong, long-term customer relationships, expanding executive sponsorship, and acting as the primary point of contact for all commercial opportunities and strategic initiatives in your territory.
• Articulate the value of GitLab and our AI-powered capabilities to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, security and compliance needs, and toolchain consolidation strategies.
• 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 through regular pipeline and deal reviews. Use data to prioritize and reduce risk in your business.
• Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption of GitLab and GitLab Duo, and support expansion while minimizing churn and contraction across your account base.
• Represent GitLab in customer meetings, executive briefings, and regional 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 by sharing advanced sales strategies, customer insights, competitive positioning, and lessons learned to help elevate team performance, refine our commercial sales motion, and contribute to team goal achievement.
• Regularly meet on-site with key customers to develop and strengthen executive-level relationships, shape long-term platform and AI strategy with decision makers, and ensure 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 mid-market customers, ideally in a Senior Commercial Account Executive or similar senior sales role serving mid-market customers.
• Ability to quickly learn and sell a complex AI-powered SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying, engaging, and breaking into new logos while expanding within existing 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, manage a large, active pipeline, and run your territory using both insight and data.
• Proven success managing and closing larger, more complex commercial deals using multi-threading, MEDPICC, Command of the Message, and strong negotiation and executive coverage strategies.
• Self-starter who acts as a manager of one for territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions that align to customer outcomes.
• Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate overall performance, support ramping team members, and contribute to collective goal achievement.
• Effective communication and interpersonal skills, with the ability to articulate GitLab’s value at all levels of the customer organization, lead clear and compelling customer and executive conversations, and remain calm, solutions-focused, and resilient under pressure.

About the team

The Commercial Sales team is responsible for driving growth and long-term value for GitLab customers in the Commercial segment. As a Senior Commercial Account Executive, you'll be part of a distributed, all-remote team that works asynchronously across regions. You'll partner closely with GitLab's sales engineering, marketing, Sales Development, Customer Success, Renewals, and partner teams. We value transparency, strong teamwork, and continuous learning. We support one another with open communication, regular feedback, and by sharing what's working and what isn't. As a team, we focus on continuously improving how we work together and on helping each other grow.