Strategic Account Executive

The Strategic Account Executive role extends the Associate Strategic Account Executive role outlined above. A Strategic Account Executive reports to an Area Sales Manager or Regional Director.

Responsibilities

• Supports GitLab’s strategic large prospects and customers.

• Provide account leadership and direction in the pre- and post-sales process

• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts

• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales and support resources

• Be the voice of the customer by contributing product ideas to our public issue tracker

• Generate qualified leads and develop new customers in conjunction with our strategic channel partners .

• Expand knowledge of industry as well as the competitive posture of the company

• Prepare activity and forecast reports

• Contribute to root cause analysis on wins/losses.

• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team

• Assist sales management in conveying customer needs to product managers, and technical support staff

• Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.

• Develop an account plan to sell to customers based on their business needs.

• Collaborate with Marketing on marketing strategies.

Requirements

• A true desire to see customers benefit from the investment they make with you

  • Able to provide high degree of account management and control

  • Work under minimal supervision on complex projects

  • Experience selling into large organizations

  • Ability to leverage established relationships and proven sales techniques for success

  • Excellent negotiation, presentation and closing skills

  • Preferred experience with Git, Software Development Tools, Application Lifecycle Management

  • You share our values, and work in accordance with those values.

  • Ability to use GitLab

  • Ability to travel if needed and comply with the company’s travel policy

Hiring Process

• 1. Initial Screen - Recruiter

  • Candidates are invited to schedule an interview with the Recruiter.

  • Areas of focus (as defined in GitLab Handbook):

    • Results

    • Collaboration

  2. Initial Interview - Hiring Manager

  • Candidates are invited to schedule an interview with the Hiring Manager.

  • Areas of focus (as defined in GitLab Handbook):

    • Results

    • Operational Excellence - Account Planning & Management

    • Customer Focus - Effective Communication

    • Operational Excellence - Growth Mindset

    • Operational Excellence - Process Discipline

    • Iteration

  3. Mock Presentation - Panel

  • Candidates are invited to schedule a presentation with 3 interviewers from the team.

  • Areas of focus (as defined in GitLab Handbook):

    • Solutions Focus - Consultative approach

    • Solutions Focus - DevOps & Technical Leadership

    • Solutions Focus - Building Trust

    • Customer Focus - Facilitating

    • Customer Focus - Understanding Customer’s Needs

    • Efficiency

  4. Final Interview - Senior Leadership

  • Candidates are invited to schedule an interview with senior leadership.

  • Areas of focus (as defined in GitLab Handbook):

    • Operational Excellence - Resource Orchestration

    • Collaboration

    • Operational Excellence - Growth Mindset

    • Customer Focus - Customer Business Acumen

    • Solutions Focus - Leading with Vision

    • Transparency

    • Diversity inclusion and belonging

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