Strategic Account Executive

Job Description

Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values.
A Strategic Account Executive reports to an Area Sales Manager.
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





Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law.