This position is remote located in Singapore and must be a Permanent Resident Or Citizens. Candidates outside of these locations will not be considered. 

Responsibilities

• Account Executive, Mid-market will report to the Commercial Sales Manager
• Act as a primary point of contact and the face of GitLab for our Mid Market prospects.
• Ideally speak Bahasa Indonesia or Bahasa Malaysia as the successful candidate will be selling into prospects that require these skills.
• Contribute to root cause analyses on wins/losses.
  • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Take ownership of your book of business
  • document the buying criteria
  • document the buying process
  • document next steps and owners
  • ensure pipeline accuracy based on evidence and not hope
• Contribute to documenting improvements in our sales handbook.
• Provide account leadership and direction in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker

Requirements

• A true desire to see customers benefit from the investment they make with you
• 5+ years of experience with Mid-Market sales
• 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.

Hiring Process

Additional details about our process can be found on our hiring page.

Compensation

You will typically get 50% as base and 50% based on commission. See our market segmentation for typical quotas in the Sales. 

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 1,000 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, frugality, collaboration, directness, kindness, diversity, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 reasons to work for GitLab:

1. Work with helpful, kind, motivated, and talented people.
2. Work remote so you have no commute and are free to travel and move.
3. Have flexible work hours so you are there for other people and free to plan the day how you like.
4. Everyone works remote, but you don't feel remote. We don't have a head office, so you're not in a satellite office.
5. Work on open source software so you can interact with a large community and can show your work.
6. Work on a product you use every day: we drink our own wine.
7. Work on a product used by lots of people that care about what you do.
8. As a company we contribute more than we take, most of our work is released as the open source GitLab CE.
9. Focused on results, not on long hours, so that you can have a life and don't burn out.
10. Open internal processes: know what you're getting in to and be assured we're thoughtful and effective.

See our culture page for more!

Work remotely. Curious to see what that looks like? Check out our remote manifesto.

#LI-YP1

Solutions Architects are the trusted advisors to GitLab prospects and clients, showing how the GitLab solutions address client business requirements. Solutions Architects are responsible for driving and managing the technology evaluation and validation stages of the sales process. Solutions Architects are the product advocates for GitLab’s Enterprise Edition. They focus on the technical solution while also understanding the business outcomes the customer is trying to achieve.

The Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Solutions Architect supports and enables successful adoption of the GitLab platform. Solutions Architects work collaboratively with GitLab’s customers across segments, Sales, Engineering, Product Management, and Marketing organizations.

This role provides technical guidance and support throughout the entire sales cycle. Solution Architects can help shape and execute a strategy to build mindshare and broad use of the GitLab platform with customers by becoming the trusted advisor. The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. Proficiency in connecting technology solutions to measurable business value is critical to a Solutions Architect. Candidates should also have a demonstrated skill to think strategically about business, products, and technical problems.

To learn more, see the Solutions Architect handbook

What you'll do

• Technical expertise: Engage with customers, both onsite and remotely, by providing technical expertise during the pre-sales process. The additional responsibility implies adopting a more mature consultancy and advisor role during the pre-sales process while providing technical assistance and solution guidance.
• Sales strategy: Collaborate with the sales team to go beyond support to formulate and execute a sales strategy to exceed revenue targets through the adoption of GitLab.
• Technical guidance: Be the Directly Responsible Individual (DRI) on Technical Close Plans and technical evaluations via POC/POV ownership, technical part of tender/audit support, and workshop design.
• Customer relationships: Build deep relationships with people within customer environments to enable them to be GitLab advocates.
• Customer feedbacks: Serve as the customer advocate to other GitLab teams, including Product Development, Sales, and Marketing.
• Market knowledge: Maintain specialty competency in one or more technologies related to GitLab’s market focus through activities such as training, certification and creation of working examples for reuse internally and by customers and partners.
• GitLab knowledge: With comprehensive knowledge of the GitLab platform and associated technologies, educate customers of all sizes on the value proposition of GitLab while participating in discussions throughout the organization to ensure successful GitLab deployment.
• Growth & Development: Continuously improve your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others.
• Strategic Client Engagement: Run Value Stream Assessments in your account with support of a Senior SA leading the engagement

What you'll bring

• Experience with technical pre-sales or as a professional in the field of information technology
• Experience with modern software development or operations and their associated technologies
• Experience with cloud computing and related technologies and practices
• Understanding of the end-to-end software development lifecycle
• Understanding of continuous integration and continuous deployment
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Unlimited PTO (paid time off)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave
• Home office support

Hiring process

• Selected candidates will be invited to schedule a screening call with our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with the SA team Manager.
• Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager.
• Then, candidates will be required to deliver a demo of GitLab to a panel of Customer Success attendees using the Demo Guide.
• Candidates may be invited to additional interviews.
• Successful candidates will be made an offer after references are verified.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Solutions Architects are the trusted advisors to GitLab prospects and clients, showing how the GitLab solutions address client business requirements. Solutions Architects are responsible for driving and managing the technology evaluation and validation stages of the sales process. Solutions Architects are the product advocates for GitLab’s Enterprise Edition. They focus on the technical solution while also understanding the business outcomes the customer is trying to achieve.

The Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Solutions Architect supports and enables successful adoption of the GitLab platform. Solutions Architects work collaboratively with GitLab’s customers across segments, Sales, Engineering, Product Management, and Marketing organizations.

This role provides technical guidance and support throughout the entire sales cycle. Solution Architects can help shape and execute a strategy to build mindshare and broad use of the GitLab platform with customers by becoming the trusted advisor. The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. Proficiency in connecting technology solutions to measurable business value is critical to a Solutions Architect. Candidates should also have a demonstrated skill to think strategically about business, products, and technical problems.

To learn more, see the Solutions Architect handbook

What you'll do

• Technical expertise: Engage with customers, both onsite and remotely, by providing technical expertise during the pre-sales process. The additional responsibility implies adopting a more mature consultancy and advisor role during the pre-sales process while providing technical assistance and solution guidance.
• Sales strategy: Collaborate with the sales team to go beyond support to formulate and execute a sales strategy to exceed revenue targets through the adoption of GitLab.
• Technical guidance: Be the Directly Responsible Individual (DRI) on Technical Close Plans and technical evaluations via POC/POV ownership, technical part of tender/audit support, and workshop design.
• Customer relationships: Build deep relationships with people within customer environments to enable them to be GitLab advocates.
• Customer feedbacks: Serve as the customer advocate to other GitLab teams, including Product Development, Sales, and Marketing.
• Market knowledge: Maintain specialty competency in one or more technologies related to GitLab’s market focus through activities such as training, certification and creation of working examples for reuse internally and by customers and partners.
• GitLab knowledge: With comprehensive knowledge of the GitLab platform and associated technologies, educate customers of all sizes on the value proposition of GitLab while participating in discussions throughout the organization to ensure successful GitLab deployment.
• Growth & Development: Continuously improve your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others.
• Strategic Client Engagement: Run Value Stream Assessments in your account with support of a Senior SA leading the engagement

What you'll bring

• Experience with technical pre-sales or as a professional in the field of information technology
• Experience with modern software development or operations and their associated technologies
• Experience with cloud computing and related technologies and practices
• Understanding of the end-to-end software development lifecycle
• Understanding of continuous integration and continuous deployment
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Unlimited PTO (paid time off)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave
• Home office support

Hiring process

• Selected candidates will be invited to schedule a screening call with our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with the SA team Manager.
• Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager.
• Then, candidates will be required to deliver a demo of GitLab to a panel of Customer Success attendees using the Demo Guide.
• Candidates may be invited to additional interviews.
• Successful candidates will be made an offer after references are verified.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Business Value Managers, as part of the Business Value Services team, are responsible for scaling quantifiable value-oriented conversations across the Enterprise Majors sales teams to drive higher sales effectiveness and productivity. Specifically, the team manages the approach and associated tooling required to build value-driven business justifications for strategic opportunities. The team also engages on highly strategic, high-LAM opportunities where appropriate.

What you'll do

• Act as value creation expert on strategic accounts and opportunities by working closely with account stakeholders on key business drivers
• Work with cross-functional teams to ensure there is a continual process for refining and expanding the business case content and library
• Capture and share business cases and related customer outcomes and metrics that the field can leverage in relevant opportunities
• Coach and equip sales teams to have compelling value conversations
• Support enablement in the creation of any global value selling methodologies

What you'll bring

• Proven track record of advising senior business stakeholders towards successful business outcomes
• Exceptionally strong presentation skills with demonstrated experience in client-facing role or in a role working closely with C-suite executives
• Ability to inform field enablement and coach cross-functional team-members
• Relevant, progressive experience working in a role leading business value assessments (e.i., sales organization, management consulting, IT consulting)
• Confidence in building financial models and analyzing business value streams
• Outstanding analytical abilities, verbal and written communication skills
• Strategic and consultative mindset
• Understanding of software delivery and application security
• Ability to use GitLab

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote,asynchronouswork environment
• Unlimited PTO(paid time off)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave
• Home office support

Hiring process

• Selected candidates will be invited to schedule a screening call with our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with our VP of Solutions Architecture.
• Candidates will then schedule an interview with an Enablement Lead, Sales Lead, and Field CTO.
• Then, candidates will present a business plan to a panel of interviewers based on guidance sent by the recruiter.
• Candidates may be invited to additional interviews.
• Successful candidates will be made an offer after references are verified.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people fromunderrepresented groupsare less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

#LI -DNI

An overview of this role

Executive Business Administrators (EBAs) at GitLab toggle seamlessly between various systems including Google Workspace, Slack, TripActions, Zoom, and GitLab to accomplish an array of tasks, while staying focused on prioritization and escalating urgent issues. EBAs at GitLab are self-driven, collaborative, and agile team members who are experienced in managing multiple priorities, juggling various responsibilities, and anticipating the executive’s needs. EBAs at GitLab are exceptionally organized, relentlessly resourceful, calm under pressure, and strategic multitaskers with a deep love of logistics and the ability to thrive in a dynamic start-up environment. This role will work closely with the Staff EBA to the CEO in support of the CEO’s priorities. In addition to the CEO, this role will also support (and report to) the Chief of Staff to the CEO. 

This role is remote, however due to the location of the team, it's preferred candidates be in the Pacific time zone. 

What you'll do 

• Extends Executive Business Administrator (Intermediate) Responsibilities
• Support members of our Executive Group E-Group across various time zones. 
• Understand division wide KPIs and operating procedures and can prioritize projects, requests, and executive calendar accordingly. May make recommendations to leaders to help better prioritize incoming requests
• Use independent judgment and discretion to prioritize demanding calendars, ensure the leader is prepared appropriately with all pre-read materials, in-meeting organization, and action item follow up
• Serve as the executive’s central point of contact, driving task execution and project completion
• May manage the OKR process including updating OKRs,tracking and reporting progress
• Proactively find opportunities to drive efficiencies and streamline or prioritize work based on the executive’s business goals and expectations
• Run cadence of weekly staff meetings and other important meetings, including planning agenda, organization, and follow-up on action items
• Plan events such as team onsites, team building activities and company kick-offs, as needed
• Participate in the interview process for open EBA positions
• Contribute to the broader EBA community by sharing learnings and resources, supporting new EBA onboarding, and supporting EBA team camaraderie
• Is a champion of GitLab strategy and CREDIT values

What you'll bring 

• Previous experience at a quickly-scaling or large company, ideally supporting a CEO, Founder or C-level executive
• Successful history of managing the calendars, expenses, and travel of multiple executives
• Experience predicting, prioritizing, and assisting an executive’s workload
• Extensive technical skills in Google Workspace, Zoom, Slack, and Navan
• Proactive and able to deal with ambiguity, prioritize own work and resources, and juggle multiple tasks in a manner transparent to the team, and work independently to achieve results with a high degree of accuracy
• Exceptional communication and interpersonal skills and ability to interact autonomously with internal and external partners
• Maintain the confidentiality of highly sensitive material with tact and professionalism
• Superior attention to detail
• Event coordination and creative event planning experience
• Excellent written and verbal English communication skills
• Experience in a remote start-up environment preferred
• A passion for GitLab and models CREDIT values
• A sincere willingness to help out and able to work collaboratively with EBAs across the organization
• Ability to learn and use GitLab

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave 
• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

An overview of this role

Executive Business Administrators (EBAs) at GitLab toggle seamlessly between various systems including Google Workspace, Slack, Zoom, Navan, and GitLab to accomplish an array of tasks, while staying focused on prioritization and escalating urgent issues. 

EBAs at GitLab are self-driven, collaborative, and agile team members who are experienced in managing multiple priorities, juggling various responsibilities, and anticipating the executive’s needs. They are exceptionally organized, relentlessly resourceful, calm under pressure, and strategic multitaskers with a deep love of logistics and the ability to thrive in a dynamic start-up environment.

What you'll do 

• Support and work closely with GitLab’s VP of Infrastructure and Senior Director of Engineering
• Own and proactively manage a complex, changing, high-volume calendar across multiple time zones and travel schedules; ensure VP + Sr Dir are prepared for every meeting 
• Make recommendations for the Executive in regard to their time management, prioritization, delegation and organization
• Seamlessly coordinate domestic and international travel including air and ground transportation, hotel reservations, security, visas and other travel documentation for team on-sites. Accompanying the Executive when necessary.
• Run cadence of weekly staff meetings and other important meetings, including planning agenda, organization, and follow-up on action items, while infusing our company values throughout
• Plan events such as team off-sites, team building activities and company kick-offs as needed
• Draft external communications on behalf of VP + Sr Dir with high level external stakeholders
• Support recruiting process oh behalf of leaders including booking interviews, liaising between the hiring team and coordinate onboarding of new hires
• Compile receipts to submit timely and accurate expense reports on a monthly basis
• Provide coverage for other EBAs 
• Run and lead special projects upon request
• Must be able to work flexible hours to support international business meetings and some travel is required in most roles
• Other duties as assigned in support of the business (ad hoc tasks)
• Contribute to the broader EBA community by sharing learnings, resources, and supporting EBA team camaraderie

What you'll bring 

• Previous administrative experience supporting Engineering  leaders in a dynamic, fast paced environment
• Bachelor’s Degree preferred. High school diploma or general education degree (GED) required
• Self-starter who can operate independently and move quickly from one task to another; creative problem solver, seeks “win-win” solutions; energized by challenges with superb attention to detail
• Extensive technical skills with Google Workspace, Zoom, Slack and Navan among other tools and processes such as purchase orders 
• Demonstrated Leadership mindset in prior roles—ability to influence culture/environment around them
• Proven leadership skills and demonstrates “one team” mindset; able to partner with other EBAs and work well across GitLab
• Experience with event planning and coordination to include support for large meetings, off-sites and company events
• Detailed and goal-oriented planner; possesses the ability to appropriately prioritize business needs and handle multiple tasks in a fast-paced environment
• Approachable and effective communicator across various communication channels and with all levels of the organization
• Demonstrated ability to adopt technical tools quickly (i.e. terminal, text editor)
• Experience in a start-up environment preferred
• Experience working remotely preferred
• A passion for GitLab, and ability to learn and use GitLab
• A sincere willingness to help out

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave 
• Home office support

Senior Account Director (Strategic Account Leader) is a grade 8.

This role is 100% remote and candidates must be based in Japan.

• Responsibilities

  • Supports GitLab’s strategic large prospects, Telco and or Digital Native customers.
  • Provide account leadership and direction in the pre- and post-sales process
  • Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
  • Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales and support resources
  • Be the voice of the customer by contributing product ideas to our public issue tracker
  • Generate qualified leads and develop new customers in conjunction with our strategic channel partners .
  • Expand knowledge of industry as well as the competitive posture of the company
  • Prepare activity and forecast reports
  • Contribute to root cause analysis on wins/losses.
  • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
  • Assist sales management in conveying customer needs to product managers, and technical support staff
  • Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
  • Develop an account plan to sell to customers based on their business needs.
  • Collaborate with Marketing on marketing strategies.

  Requirements

  • A true desire to see customers benefit from the investment they make with you
  • Able to provide high degree of account management and control
  • Work under minimal supervision on complex projects
  • Experience selling into large organizations
  • Ability to leverage established relationships and proven sales techniques for success
  • 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 use GitLab
  • Ability to travel if needed and comply with the company’s travel policy

#LI-YP1

The confidence gap exists. The above list is intended to show the kinds of experience and qualities we're looking for. If you're reading this, do not match all of the requirements, and are hesitant to apply, we encourage you to make an application despite your hesitations.

An overview of this role

The Senior Director of Public Policy will report to the GitLab Chief Legal Officer and help establish and direct policies, corporate strategies and objectives involving local, state, and federal/national government affairs. As part of this role, the Senior Director of Public Policy will lead in the analysis of proposed legislation and treaty’s globally, as well as determine potential impact(s) on GitLab and develop strategy and appropriate responses accordingly.

The Senior Director of Public Policy is a grade 11.

What you’ll do

• Develop GitLab’s public policy program and approach to engagement with US and European lawmakers, regulatory authorities, governments, councils and commissions. Monitor and report on key developments in tech regulation and policy across all jurisdictions, including the United States and EU.
• Advise senior leaders of the implications of emerging technology policy and regulatory proposals. Partner with leadership and other stakeholders across GitLab to address policy-related matters, including the implications of emerging technology trends, proposed legislation and regulatory proposals.
• Collaborate with teams across GitLab to educate and influence emerging regulatory and policy proposals on topics such as: artificial intelligence, open source software, sustainability, privacy and security.
• Lead the analysis of proposed legislative actions and the development of responses on behalf of GitLab, including responses to inquiries or calls for submissions from legislative bodies or government regulators.

What you’ll bring

• Minimum 12+ years of public policy and/or government affairs experience, in-house experience preferred.
• Proven experience with direct lobbying and ability to conceive and execute policy campaigns, both in the United States and other jurisdictions including the European Union.
• Strong familiarity with emerging technology public policy trends in the areas of cybersecurity, privacy, antitrust/competition and law enforcement access.
• The ability to articulate complex regulatory and policy matters into easily understood language.
• Adept ability to work with other industry representatives to build coalitions and form strategic relationships.
• A keen understanding of policy and legislative processes and dynamics within the U.S. Government and Congress; and the operation of the European Union (Parliament, Council and Commission).
• An ownership mindset of the relevant area(s) of subject matter expertise.
• Capable of building strong relationships cross functionally at all levels across GitLab.