Strategic Account Leader in Virtual / Travel

Responsibilities

• Strategic Account Leader will report to a Regional Director.
• Act as a primary point of contact and the face of GitLab for our strategic and large customers and prospects in your assigned territory.
• Contribute to post-mortem analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Take ownership of your assigned territory
• document the buying criteria
• document the buying process
• document next steps and owners
• ensure pipeline accuracy based on evidence and not hope
• Contribute to documenting improvements in our sales handbook.
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Collaborate with Field Marketing to drive awareness, engage target accounts and progress opportunities through the Sales funnel
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Travel as necessary to accounts in order to develop relationships and close large opportunities
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
• Expand knowledge of industry as well as the competitive posture of the company
• Prepare activity and forecast reports as requested
• Update and maintain Sales' database as appropriate
• 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.
• Respond to RFP's and follow up with prospects.
• Develop an account plan to sell to customers based on their business needs.
• Build and strengthen the business relationship with current accounts and new prospects.
• Recommend marketing strategies.

Requirements

• A true desire to see customers benefit from the investment they make with you
• Able to provide high degree of major account management and control
• Work under minimal supervision on complex projects
• 5+ years of experience with B2B software sales
• Experience selling into large organizations
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator (written/verbal), strong interpersonal skills
• Motivated, driven and results oriented
• 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.

Hiring Process

• Qualified candidates receive a short questionnaire from our Global Recruiters
• Selected candidates will be invited to schedule a screening call with our Global Recruiters
• Next, candidates will be invited to schedule a first interview with Regional Sales Director (in their same region)
• Candidates will then be invited to schedule a second interview with Regional Sales Director (in a different region)
• Candidates will be invited to schedule a third interview with our CRO
• Finally, candidates may have an interview with our CEO