Note: The job is a remote job and is open to candidates in USA. GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity and accelerate digital transformation. The Commercial Account Executive will serve as the primary contact for customers in the mid-market, managing a broad book of business and collaborating with sales and development teams to exceed client expectations.
Responsibilities
- Meet or exceed quota while fostering strong customer relationships
- Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region
- Take ownership of and act as the CEO for the book of business in your territory:
- Document the buying criteria & process, next steps & owners
- Build a strong pipeline through a healthy cadence of prospecting activity
- Prospect and close new business to expand your territory
- Ensure adoption of our solutions and do your best to avoid churn and contraction
- Work and collaborate with our Partner ecosystem to drive new business and value for our customers
- Create an accurate forecast for each quarter against your plan/budget
- Drive attendance to our events, which you will be part of to further network with current and prospective customers
- Contribute to root cause analyses on wins/losses
- Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
- Contribute to documenting improvements in our sales handbook
- Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
- Be the voice of the customer by contributing product ideas to our public issue tracker
- Master MEDPICC and Command of the Message on all opportunities
Skills
- This person must be located in Eastern or Central Timezones
- A true desire to see customers benefit from the investment they make with GitLab
- Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
- Interest in GitLab, and open source software
- Ability to leverage established relationships and proven sales techniques for success
- Effective communicator, strong interpersonal skills
- Motivated, driven and results oriented
- Excellent negotiation, presentation and closing skills
- You share our values, and work in accordance with those values
- Ability to travel regularly to meet with customers in person and comply with the company's travel policy
- Preferred experience with Git, Software Development Tools, Application Lifecycle Management
Benefits
- 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
Company Overview