GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organization.
Account Executive - Acquisition focused
Drive new customer acquisition for GitLab within the ANZ commercial territory, working closely with the business development, Solution Architect and cross functional teams, including sales management to penetrate untapped market segments and win competitive deals across ANZ. This role will focus on landing new commercial logos while navigating diverse market conditions and cultural business practices.
- Hunt and acquire new commercial customers by articulating GitLab's value proposition to Mid Market prospects who have never used GitLab, adapting messaging for local market needs and competitive displacement strategies
- Take ownership of net new logo acquisition as the primary focus in your territory:
- Target and research greenfield accounts with no prior GitLab relationship, mapping buying criteria & process for first-time buyers
- Build aggressive prospecting pipelines focused on companies currently using competitive solutions or legacy tools
- Navigate cultural differences to break into established vendor relationships and disrupt incumbent solutions
- Prospect relentlessly to identify and convert new business opportunities, leveraging local networks and regional tech communities
- Compete to win against established competitors by understanding regional technical preferences and positioning GitLab as the superior alternative
- Partner strategically with local system integrators and technology partners to access new customer networks and drive competitive wins
- Create accurate quarterly forecasts with emphasis on net new revenue and logo acquisition targets aligned with regional business cycles
- Evangelize GitLab at regional events and local tech conferences, positioning against competitors and building awareness among prospects
- Contribute to competitive win/loss analyses, providing insights on how to beat competitors the Australia market
- Share competitive intelligence with the global team, documenting successful strategies for displacing incumbents
- Document new logo acquisition playbooks in our sales handbook, particularly around competitive positioning in APAC markets
- A true desire to see customers benefit from the investment they make with GitLab
- Demonstrated progressive experience with Software sales through pitching on value
- 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.
- Ability to travel regularly to meet with customers in person and comply with the company’s travel policy
- Recruiter Screen
- Hiring Manager IV
- Peer IV
- Panel IV
To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.
Additional details about our process can be found on our hiring page.
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.
