Strategic Account Leader in Virtual / Travel

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Industry:

Consumer Technology   •  

5 - 7 years

Posted 6 weeks ago

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