Enterprise Account Executive

We're hiring an Enterprise Account Executive - Europe at Gitpod.

Reporting to our Head of Sales, you'll drive end-to-end sales cycles with support from our Business Development Reps and Sales Engineers and closely collaborate with internal teams including product, engineering, and marketing. We firmly believe that everyone at Gitpod is in sales. This role will be at the forefront of our partnerships, representing Gitpod as we secure new enterprise clients.

Who we are

Five years ago, we set out to create a world where every developer is instantly ready-to-code. With over 1.5 million users, we are now the leading platform for standardized and automated development environments. Our ROI calculator demonstrates how we help customers save nearly $1,000,000 annually for every 100 engineers using Gitpod. Developers use Gitpod an average of 36 hours per week, and our enterprise revenue has grown tenfold since last year. We're a talent-dense group of people who transform how software is created and delivered, working to empower every company, every team, and every individual to succeed in a software-first world. We care deeply, and for many of us, building Gitpod is our life's work. There hasn't been a better time to join. We've found product-market-fit and are scaling with high intensity towards repeatable go-to-market fit. Our operating values are an authentic representation of how we show up and make decisions. We choose colleagues carefully based on merit and their alignment with those principles. If this excites you, we would love for you to apply so we can connect.

Role responsibilities

Everyone that joins Gitpod is responsible for enhancing our culture. We hold our operating values as the standard that we drive towards. Joining Gitpod means you have ownership around forming our culture by living out these values.

• Partner with BDRs and utilize your own network to generate leads that are hyper-focused on our ICP

• Rigorously qualify opportunities using MEDDPICC methodology

• Deeply understand our ICP’s problems and find solutions that solve them while managing deadlines and keeping internal and external teams on track

• Articulate and quantify Gitpod's value proposition

• Keep meticulous account notes in Salesforce to proactively manage pipeline, forecast, and prioritize with internal teams

• See deals through and support the introduction with our Customer Success team

• Manage complex, multi-stakeholder relationships with executives at F500 companies

• Keep a strong pulse on Cloud Development Environment (CDE) trends, monitor and compare competitor tools, and share prospect insights and suggestions with product and engineering

At the end of your first 30 days, you will have:

• Built relationships with the Sales, Marketing, Product and the leadership team

• Demonstrated an advanced understanding of our product, architecture, ICP, competitors, market, and studied a significant volume of Gong calls

• Ramped up to the point where you can control customer evaluations with autonomy and confidence

• Worked collaboratively with your BDR, SE, and other sales peers to contribute to opportunities in a full cycle sales motion

• Shown your creativity and knowledge to strategize around enterprise accounts

• Developed a 60-90 days strategy that outlines your approach to attacking your territory

About you

You work in alignment with our operating values

Our operating values are the DNA of Gitpod. We hold them high, evolve them as we evolve, and integrate them into everything we do. We expect everyone at Gitpod to actively use the values as the playbook for how they show up and work. You’re an activator

You embody true empowerment, proactivity, persuasiveness, agency and bias for action, decisiveness, curiosity, adaptability, and resilience. You are exceptional at getting stuff done in an way that enables everyone to win. You’re highly analytical

Deep-diving, analyzing, synthesizing, critical thinking, making connections, being creative, building something out of nothing, zooming in and out of details, adapting to your environment - this is how you operate. You’d win gold in the AE olympics

Plain and simple: you like to win and are energized by the process that gets you to the finish line.

Additionally, we're looking for someone with the most of the following:

• High-growth, early stage experience with significant contribution in going from 0 to 1 - include highlights around:

  • Your ability to experiment - examples of building something from nothing and propelling a sales organization forward

  • Analytical evaluation of prospects

  • C-level interactions

  • Feedback and ideas presented to your sales team about the buyer, use cases, pricing, and general GTM approach

• Highly technical SaaS product sales - bonus if it’s in the developer tools space

• Significant track record and explicit insight into your quota history with evidence that you’ve exceeded a 6 or 7+ figure quota in a full-cycle environment

We use these tools and expect you to have familiarity with most of them:

• Salesforce

• Gong

• Apollo

• Sales Navigator

• Accord

Benefits

• Fully remote, flexible work day

• Flexible paid time off including holidays that are most meaningful to you

• Parental leave for all parents

• Equity

• Health insurance (country-specific)

• Retirement (country-specific)

• Wellness allowance

• Premium work-from-home equipment

• Regular company off-sites

Interview process

We are fully remote and so is our hiring process. Contingent on schedules, we aim to complete the entire process in about 2 weeks. We are conscious of your time and are committed to being as efficient as possible.

• Async interview - If we think we might be a mutual match, we’ll send you a set of questions to be completed async that allow us to get to know you and learn more about why Gitpod excites you. You’ll also have a chance to share about your strengths, experience, and demonstrate your ability to work asynchronously.

• Sync interviews - You'll complete a series of interviews designed to thoroughly evaluate our mutual compatibility.

  • Head of people

  • Hiring manger

  • Project and panel presentation

  • CEO

• References and background check - Before moving to an offer, we’ll set up video calls with 3 direct managers and/or senior leaders that can speak to your performance. Additionally, we will run a full background check (location dependent).

Gitpod provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.