Senior Commercial Account Executive – CIS (Russian Speaker)

Senior Commercial Account Executive – CIS (Russian Speaker)

Company: GitLab Location: Remote (Netherlands-based hiring) Contract: Permanent

GitLab is the intelligent orchestration platform for DevSecOps, empowering organizations to boost developer productivity, enhance operational efficiency, reduce security risks, and accelerate digital transformation. Over 50 million users and more than half of the Fortune 100 trust GitLab to deliver better, more secure software faster. We embrace AI as a core productivity multiplier and foster a high-performance culture driven by our values and continuous knowledge exchange.

About the Role

As a Senior Commercial Account Executive, you will be the primary point of contact for customers in the CIS region, helping them adopt and expand their use of GitLab's AI-powered DevSecOps platform. You will manage a diverse book of business, supporting organizations of up to 4,000 team members, from fast-growing startups to more complex projects modernizing their software delivery. You will own the full sales process, from shaping the customer's journey and documenting buying criteria to maintaining an accurate pipeline and providing insights on wins and losses. You will report to an Area Sales Manager and collaborate closely with business development, marketing, and technical teams.

Key Responsibilities

• Own a broad book of business across the CIS region, managing both new prospects and existing accounts.
• Lead the entire sales cycle, from initial discovery and solution alignment through negotiation and closing.
• Clearly articulate GitLab's DevSecOps value proposition and align it with customer business outcomes.
• Analyze sales wins and losses, contribute to root cause analyses, and share insights with relevant teams.
• Maintain accurate and evidence-based pipeline data, including buying criteria, processes, next steps, and owners.
• Contribute to the improvement of our sales handbook and processes by documenting best practices.
• Provide account leadership, coordinating pre- and post-sales efforts with technical teams and customer success.
• Act as the voice of the customer by providing product feedback and ideas to our public issue tracker.

Requirements

• Proven success in software sales, preferably in mid-market or enterprise environments, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining criteria, mapping processes, and driving next steps.
• Effective communication and interpersonal skills for collaboration with cross-functional teams.
• Experience in documenting and maintaining accurate pipeline data and account plans.
• Skill in conducting win/loss analyses and contributing to root cause analyses.
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions.
• Interest in GitLab, open-source software, and familiarity with Git, software development tools, or application lifecycle management is a plus.
• Alignment with GitLab's values and a willingness to contribute from diverse or transferable sales backgrounds.
• Fluency in both Russian and English is essential.
• Willingness to travel in line with company policy.

What We Offer

GitLab provides comprehensive support for full-time employees, including:

• Benefits to support your health, finances, and well-being.
• Flexible Paid Time Off (PTO).
• Access to Team Member Resource Groups.
• Equity Compensation & Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental Leave.

We welcome candidates with varying levels of experience and encourage you to apply even if you don't meet every single qualification. GitLab is an equal opportunity employer and values diversity.