Commercial Account Executive, Northern Cone

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 As a Commercial Account Executive for Northern Cone, you'll be the primary point of contact for prospective and existing small and medium-sized business and mid-market customers in Andean, Central America and Caribbean. You'll help organizations with up to 1,999 team members modernize how they plan, build, secure, and ship software with GitLab's AI-powered DevSecOps platform. You'll own a broad book of business and act as a trusted advisor as you prospect, run complex sales cycles, guide customers toward clear business outcomes, support adoption, and reduce churn. You'll work closely with Sales Development, Customer Success, Renewals, Partners, Marketing, technical teams, and Sales leadership. You'll use value-based selling and structured methodologies such as MEDDPICC and Command of the Message to build a healthy pipeline, forecast accurately, and support revenue goals across a wide range of deal sizes. This role will be 100% remote and will be based in the US or Mexico. What you’ll do - Own and manage a broad small and medium-sized business and mid-market book of business in Northern Cone, driving new and expansion opportunities from prospecting through close and renewal. - Focus on customer accounts with up to 1,999 team members, navigating a range of project sizes and complexity within the small and medium-sized business and mid-market segments. - Articulate the value of GitLab's AI-powered DevSecOps platform, tailoring your approach to each customer's business and technical needs to support clear, outcome-focused decisions. - Build and maintain a healthy pipeline through consistent outbound prospecting, qualification, and opportunity advancement, using structured methodologies such as MEDDPICC and Command of the Message. - Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined sales cycles and support accurate territory and forecast management. - Collaborate with Sales Development, Customer Success, Renewals, Marketing, technical teams, and Partners to coordinate account strategies, co-sell, and deliver a cohesive pre- and post-sales experience. - Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning. - Share win and loss insights, update the sales handbook, and serve as a clear voice of the customer through GitLab's public issue tracker. What you’ll bring - Fluency in Spanish and experience selling software as a service (SaaS) solutions through value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams. - Experience owning and managing a broad small and medium-sized business and mid-market territory as the primary point of contact, from prospecting through close, adoption, and expansion. - Skill in building and maintaining strong customer relationships, including discovery, negotiation, and closing in support of long-term customer outcomes. - Comfort driving consistent outbound prospecting, creating and maintaining a healthy pipeline, and keeping territory and forecast documentation accurate. - Ability to collaborate with Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams to coordinate and carry out account strategies. - Clear and structured communication skills, including presenting GitLab's DevSecOps value proposition to different audiences and documenting customer insights. - Interest in GitLab, open source, and tools that support software development, with the ability to conn