Commercial Account Executive - France

An overview of this role

As 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 team

The 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.