Associate Strategic Account Executive DACH

Associate Strategic Account Executive_DACH

Responsibilities

1. Associate Strategic Account Leader will report to an Area Sales Manager or Regional Director.
2. Support GitLab for our strategic and large prospects.
3. Contribute to root cause analysis on wins/losses.
   • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
4. Take ownership of your book of business
   • document the buying criteria
   • document the buying process
   • document next steps and owners
   • ensure pipeline accuracy based on evidence and not hope
5. Contribute to documenting improvements in our sales handbook.
6. Provide account leadership and direction in the pre- and post-sales process
7. Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
8. 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
9. Be the voice of the customer by contributing product ideas to our public issue tracker
10. Travel as necessary to accounts in order to develop relationships and close large opportunities
11. Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
12. Expand knowledge of industry as well as the competitive posture of the company
13. Prepare activity and forecast reports as requested
14. Update and maintain Sales’ database as appropriate
15. Assist sales management in conveying customer needs to product managers, and technical support staff
16. 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.
17. Respond to RFP’s and follow up with prospects.
18. Develop an account plan to sell to customers based on their business needs.
19. Build and strengthen the business relationship with current accounts and new prospects.
20. Recommend marketing strategies.

Requirements

1. A true desire to see customers benefit from the investment they make with you
2. Able to provide high degree of major account management and control
3. Work under minimal supervision on complex projects
4. Proven success with B2B software sales
5. Experience selling into large organizations
6. Interest in GitLab, and open source software
7. Ability to leverage established relationships and proven sales techniques for success
8. Effective communicator (written/verbal), strong interpersonal skills
9. Motivated, driven and results oriented
10. Excellent negotiation, presentation and closing skills
11. Preferred experience with Git, Software Development Tools, Application Lifecycle Management
12. You share our values, and work in accordance with those values.
13. Ability to use GitLab
14. Ability to travel if needed and comply with the company’s travel policy.

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

• As part of the application, candidates will need to answer the following questions
  • What would differentiate you and make you a great account executive for GitLab?
  • What is your knowledge of the space that GitLab is in? (i.e. Industry Trends)
  • How do you see the developer tools changing over the coming years from a sales perspective? (i.e. Competitive Positioning, Customer Needs, etc)
• 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 may be invited to schedule a third interview with our CRO
• Finally, candidates may interview with our CEO
• Successful candidates will subsequently be made an offer via email

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.