Senior Account Executive
Level inferred from job title
Job description
A Senior Account Executive role at GitLab, owning a broad book of Commercial & Enterprise business and managing the full sales cycle for organizations of up to 4,000 team members adopting GitLab's AI-powered DevSecOps platform.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote
What you'll do
- Report to an Regional Sales Director and own a broad book of Commercial & Enterprise business, from new prospects to growing existing accounts.
- Manage the full sales cycle for Commercial & Enterprise prospects, from discovery and solution alignment through negotiation and close.
- Support GitLab for Commercial & Enterprise prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.
- Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
- Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
- Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
- Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
- Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.
What we're looking for
- Proven success in software sales, ideally in a Enterprise market context, managing a varied book of business.
- Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
- Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
- Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
- Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
- Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
- Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.
Nice to have
- Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
Your team
Commercial & Enterprise Sales
Focuses on helping growing organizations adopt and expand GitLab's AI-powered DevSecOps platform across their software delivery lifecycle. A distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment.
Benefits
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
Apply
About GitLab
The intelligent orchestration platform for DevSecOps
GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.
Key facts
- DevSecOps software
- More than 50 million registered users
- More than 50% of the Fortune 100 trust GitLab
- All roles are remote
- GitLab hires new team members in countries around the world