Commercial Account Executive - Japan

Overview

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.

What you'll do

• Focus on customer accounts with 4,000 employees, managing the spectrum of project 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 their business and technical needs.
• Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue goals.
• Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.
• Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab’s footprint while delivering added value for customers.
• Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker.
• What you’ll bring 8+ years of Digital Native or Mid-Market sales experience in Japan with a proven track record of driving net-new logo acquisition and self-generating a robust pipeline through strategic outbound initiatives.

Requirements

• Practical experience with Go, Rust.
• Experience level: 8+ yrs.
• Strong written and verbal communication in English.
• Comfortable working remotely with distributed teams.

Skills