Commercial Account Executive
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Job Description
Commercial Account Executive helping Japanese businesses adopt GitLab’s AI-powered DevSecOps platform. Managing mid-market pipelines, complex sales cycles, customer expansion, adoption, and revenue growth.
Responsibilities:
- Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.
- Focus on customer accounts with > 4,000 employees, managing projects of varying sizes and complexity within the mid-market segment.
- Articulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to business and technical needs.
- Build and maintain a healthy pipeline through prospecting, qualification, and opportunity advancement using MEDDPICC and Command of the Message.
- Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined sales cycles.
- Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver cohesive pre- and post-sales experiences, co-sell, close opportunities, and expand GitLab’s footprint.
- Support customer adoption, proactively reduce churn and contraction, and participate in quarterly forecasting and territory planning.
- Share win/loss insights, update the sales handbook, and provide customer feedback to the product through the public issue tracker.
Requirements:
- 8+ years of Digital Native or Mid-Market sales experience in Japan
- Proven track record of driving net-new logo acquisition and self-generating a robust pipeline through strategic outbound initiatives
- Ability to penetrate greenfield territories or untapped market segments and establish local pipelines
- Strategic territory prioritization balancing speed with quality
- Commercial acumen connecting product adoption to long-term revenue growth and expanded customer commitments
- Ability to collaborate with sales development, customer success, renewals, marketing, partners, and technical teams
- Interest in or experience with modern SDLC innovations, including AI-powered DevSecOps
- Native-level Japanese communication skills
- Business-level English communication skills
- Must be based in Japan and have full working rights in Japan
Benefits:
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
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