• Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities. • Focus on customer accounts with 250 to 1,999 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 product via our public issue tracker.