• Effective prospecting and lead management building a 3-5X pipeline within your territory • Predominant focus on closing business in companies with 1000+ employees • Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly • Territory planning and any sales support required • Focus on activities and opportunities delivering short term and long-term revenue • Effective and regular networking to attract and influence Partner sales and grow our Partner relationships • Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities • Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities • Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast • Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success • Set financial goals for focus partners and ensure goals achievement • Drive multiple key channel initiatives in parallel across technical, professional services, and sales

• Manage the full booking lifecycle from enquiry to travel completion • Design and cost bespoke itineraries for international clients • Build strong relationships with clients, suppliers and travel partners • Handle quoting, invoicing, confirmations and supplier coordination • Achieve sales targets and maintain high conversion rates • Work with FITs, groups and tour series • Deliver outstanding customer service throughout the booking process

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 roleAs a Commercial Account Executive (Mid-Market) at GitLab, you’ll be the primary point of contact between GitLab and customers in France, working with organizations of up to 4,000 team members to help them adopt and expand the world’s most comprehensive AI-powered DevSecOps platform. You’ll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. Reporting to a Regional Sales Director and partnering closely with business development, marketing, and technical teams, you’ll run the full sales process: shaping the customer’s journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and providing root-cause insights on wins and losses. In your first year, you’ll focus on building strong relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook. What you’ll do - Report to a Regional Sales Director and own a broad book of mid-market business in France, from new prospects to growing existing accounts. - Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. - Support GitLab prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes. - Review wins and losses, contribute to root cause reviews, and communicate lessons learned to account managers, marketing, and technical teams. - Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. - Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement. - Provide account coordination and direction across pre- and post-sales, partnering closely with technical teams and customer success. - Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker. What you’ll bring - Proven success in software sales, managing a varied book of business. - Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps. - Effective communication and cross-functional partnership skills to work with business development, marketing, technical teams, and sales management. - Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions. - Skill in conducting and contributing to win/loss and root cause reviews, and providing insights to improve team performance and processes. - Proficiency in negotiation, presenting to customer stakeholders, and facilitating commercial discussions to close opportunities. - Interest in GitLab and open source software, with familiarity with Git, software development tools, or application lifecycle management. - Fluency in French and English. About the teamThe Commercial Sales team includes Account Executives, sales managers, and business development team members who work asynchronously across regions to support mid-market customers. You’ll join a distributed team that balances new business with account growth and values collaboration, transparency, and strong execution. We make knowledge readily available, work closely across functions, and learn continuously from the market. You’ll be part of a group that helps customers navigate complex buying processes while improving how we work across teams and support one another throughout the sales process. How GitLab Supports Full-Time Employees - 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 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. 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.

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.