Account Executive, Commercial Sales - Thailand/Vietnam
Posted 2025-08-23
Remote, USA
Full Time
Immediate Start
<h4 class="text-2xl font-bold mt-1 text-text-100">Commercial Account Executive - Thailand & Vietnam Territory</h4>
<p class="whitespace-normal break-words">Commercial Account Executives are the primary point of contact between prospective and existing customers of GitLab within the Thailand and Vietnam commercial territory, working closely in tandem with the business development team and sales management to manage a broad book of business spread across both countries, focusing on exceeding client expectations while navigating diverse market conditions and cultural business practices.</p>
<h4 class="text-xl font-bold text-text-100 mt-1 -mb-0.5">What You'll Do</h4>
<ul class="[&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc space-y-1.5 pl-7">
<li class="whitespace-normal break-words">Articulate the value of GitLab to Mid Market prospects and customers in the Thailand-Vietnam territory, adapting messaging for local market needs and development practices</li>
<li class="whitespace-normal break-words">Take ownership of and act as the CEO for the book of business in your territory:
<ul class="[&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc space-y-1.5 pl-7">
<li class="whitespace-normal break-words">Document the buying criteria & process, next steps & owners, considering local procurement practices and decision-making hierarchies</li>
<li class="whitespace-normal break-words">Build a strong pipeline through a healthy cadence of prospecting activity across both countries</li>
<li class="whitespace-normal break-words">Navigate cultural differences in business relationships and communication styles between Thai and Vietnamese markets</li>
<li class="whitespace-normal break-words">Prospect and close new business to expand your territory, leveraging local networks and regional tech communities</li>
</ul>
</li>
</ul>
<ul class="[&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc space-y-1.5 pl-7">
<li class="whitespace-normal break-words">Ensure adoption of our solutions and minimize churn by understanding regional technical preferences and implementation challenges</li>
<li class="whitespace-normal break-words">Work and collaborate with our Partner ecosystem to drive new business and value for customers, including local system integrators and technology partners</li>
<li class="whitespace-normal break-words">Create accurate quarterly forecasts aligned with regional business cycles and market dynamics</li>
<li class="whitespace-normal break-words">Drive attendance to regional events and local tech conferences, building your presence in the Thailand and Vietnam developer communities</li>
<li class="whitespace-normal break-words">Contribute to root cause analyses on wins/losses, providing insights specific to Southeast Asian market conditions</li>
<li class="whitespace-normal break-words">Communicate lessons learned to the global team, sharing regional best practices and market intelligence</li>
<li class="whitespace-normal break-words">Contribute to documenting improvements in our sales handbook, particularly around APAC market strategies</li>
</ul>
<h4 class="text-xl font-bold text-text-100 mt-1 -mb-0.5">What You'll Bring</h4>
<ul class="[&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc space-y-1.5 pl-7">
<li class="whitespace-normal break-words">A true desire to see customers benefit from the investment they make with GitLab</li>
<li class="whitespace-normal break-words">Demonstrated progressive experience with SaaS sales in Southeast Asian markets, preferably with development tools or DevOps solutions</li>
<li class="whitespace-normal break-words">Cultural fluency and business acumen for both Thai and Vietnamese markets</li>
<li class="whitespace-normal break-words">Interest in GitLab, open source software, and the regional developer ecosystem</li>
<li class="whitespace-normal break-words">Ability to leverage established relationships and proven sales techniques across diverse cultural contexts</li>
<li class="whitespace-normal break-words">Effective cross-cultural communicator with strong interpersonal skills in English; Thai and/or Vietnamese language skills highly preferred</li>
<li class="whitespace-normal break-words">Motivated, driven and results oriented with ability to work independently across a large territory</li>
<li class="whitespace-normal break-words">Excellent negotiation, presentation and closing skills adapted for regional business practices</li>
<li class="whitespace-normal break-words">Preferred experience with Git, Software Development Tools, Application Lifecycle Management</li>
<li class="whitespace-normal break-words">Understanding of regional compliance requirements and data sovereignty considerations</li>
<li class="whitespace-normal break-words">You share our values, and work in accordance with those values</li>
<li class="whitespace-normal break-words">Flexibility to work across time zones and manage a geographically diverse customer base</li>
</ul>
<p><strong>Hiring Process<br></strong></p>
<ul>
<li>Recruiter Phone Screen</li>
<li>Initial Screen with Hiring Manager</li>
<li>Interview with Area Sales Manager</li>
<li>Cross functional Interview</li>
<li>Final Panel</li>
</ul>
<p><strong>How GitLab Will Support You<br></strong></p>
<ul>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/" target="_blank" data-test-app-aware-link="">Benefits to support your health, finances, and well-being</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/company/culture/all-remote/guide/" target="_blank" data-test-app-aware-link="">All remote</a>, <a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/company/culture/all-remote/asynchronous/" target="_blank" data-test-app-aware-link="">asynchronous</a> work environment</li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://handbook.gitlab.com/handbook/people-group/paid-time-off/" target="_blank" data-test-app-aware-link="">Flexible Paid Time Off</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging." target="_blank" data-test-app-aware-link="">Team Member Resource Groups</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://handbook.gitlab.com/handbook/total-rewards/stock-options/" target="_blank" data-test-app-aware-link="">Equity Compensation & Employee Stock Purchase Plan</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/" target="_blank" data-test-app-aware-link="">Growth and Development Fund</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave" target="_blank" data-test-app-aware-link="">Parental leave</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://handbook.gitlab.com/handbook/finance/expenses/#equipment" target="_blank" data-test-app-aware-link="">Home office</a> support</li>
</ul>
<p class="whitespace-normal break-words">Commercial Account Executives are the primary point of contact between prospective and existing customers of GitLab within the Thailand and Vietnam commercial territory, working closely in tandem with the business development team and sales management to manage a broad book of business spread across both countries, focusing on exceeding client expectations while navigating diverse market conditions and cultural business practices.</p>
<h4 class="text-xl font-bold text-text-100 mt-1 -mb-0.5">What You'll Do</h4>
<ul class="[&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc space-y-1.5 pl-7">
<li class="whitespace-normal break-words">Articulate the value of GitLab to Mid Market prospects and customers in the Thailand-Vietnam territory, adapting messaging for local market needs and development practices</li>
<li class="whitespace-normal break-words">Take ownership of and act as the CEO for the book of business in your territory:
<ul class="[&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc space-y-1.5 pl-7">
<li class="whitespace-normal break-words">Document the buying criteria & process, next steps & owners, considering local procurement practices and decision-making hierarchies</li>
<li class="whitespace-normal break-words">Build a strong pipeline through a healthy cadence of prospecting activity across both countries</li>
<li class="whitespace-normal break-words">Navigate cultural differences in business relationships and communication styles between Thai and Vietnamese markets</li>
<li class="whitespace-normal break-words">Prospect and close new business to expand your territory, leveraging local networks and regional tech communities</li>
</ul>
</li>
</ul>
<ul class="[&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc space-y-1.5 pl-7">
<li class="whitespace-normal break-words">Ensure adoption of our solutions and minimize churn by understanding regional technical preferences and implementation challenges</li>
<li class="whitespace-normal break-words">Work and collaborate with our Partner ecosystem to drive new business and value for customers, including local system integrators and technology partners</li>
<li class="whitespace-normal break-words">Create accurate quarterly forecasts aligned with regional business cycles and market dynamics</li>
<li class="whitespace-normal break-words">Drive attendance to regional events and local tech conferences, building your presence in the Thailand and Vietnam developer communities</li>
<li class="whitespace-normal break-words">Contribute to root cause analyses on wins/losses, providing insights specific to Southeast Asian market conditions</li>
<li class="whitespace-normal break-words">Communicate lessons learned to the global team, sharing regional best practices and market intelligence</li>
<li class="whitespace-normal break-words">Contribute to documenting improvements in our sales handbook, particularly around APAC market strategies</li>
</ul>
<h4 class="text-xl font-bold text-text-100 mt-1 -mb-0.5">What You'll Bring</h4>
<ul class="[&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc space-y-1.5 pl-7">
<li class="whitespace-normal break-words">A true desire to see customers benefit from the investment they make with GitLab</li>
<li class="whitespace-normal break-words">Demonstrated progressive experience with SaaS sales in Southeast Asian markets, preferably with development tools or DevOps solutions</li>
<li class="whitespace-normal break-words">Cultural fluency and business acumen for both Thai and Vietnamese markets</li>
<li class="whitespace-normal break-words">Interest in GitLab, open source software, and the regional developer ecosystem</li>
<li class="whitespace-normal break-words">Ability to leverage established relationships and proven sales techniques across diverse cultural contexts</li>
<li class="whitespace-normal break-words">Effective cross-cultural communicator with strong interpersonal skills in English; Thai and/or Vietnamese language skills highly preferred</li>
<li class="whitespace-normal break-words">Motivated, driven and results oriented with ability to work independently across a large territory</li>
<li class="whitespace-normal break-words">Excellent negotiation, presentation and closing skills adapted for regional business practices</li>
<li class="whitespace-normal break-words">Preferred experience with Git, Software Development Tools, Application Lifecycle Management</li>
<li class="whitespace-normal break-words">Understanding of regional compliance requirements and data sovereignty considerations</li>
<li class="whitespace-normal break-words">You share our values, and work in accordance with those values</li>
<li class="whitespace-normal break-words">Flexibility to work across time zones and manage a geographically diverse customer base</li>
</ul>
<p><strong>Hiring Process<br></strong></p>
<ul>
<li>Recruiter Phone Screen</li>
<li>Initial Screen with Hiring Manager</li>
<li>Interview with Area Sales Manager</li>
<li>Cross functional Interview</li>
<li>Final Panel</li>
</ul>
<p><strong>How GitLab Will Support You<br></strong></p>
<ul>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/" target="_blank" data-test-app-aware-link="">Benefits to support your health, finances, and well-being</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/company/culture/all-remote/guide/" target="_blank" data-test-app-aware-link="">All remote</a>, <a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/company/culture/all-remote/asynchronous/" target="_blank" data-test-app-aware-link="">asynchronous</a> work environment</li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://handbook.gitlab.com/handbook/people-group/paid-time-off/" target="_blank" data-test-app-aware-link="">Flexible Paid Time Off</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging." target="_blank" data-test-app-aware-link="">Team Member Resource Groups</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://handbook.gitlab.com/handbook/total-rewards/stock-options/" target="_blank" data-test-app-aware-link="">Equity Compensation & Employee Stock Purchase Plan</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/" target="_blank" data-test-app-aware-link="">Growth and Development Fund</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave" target="_blank" data-test-app-aware-link="">Parental leave</a></li>
<li><a class="PxxmMLACwEGNeKyVHxYCskDzzJAEcLVgZk " href="https://handbook.gitlab.com/handbook/finance/expenses/#equipment" target="_blank" data-test-app-aware-link="">Home office</a> support</li>
</ul>