Commercial Account Executive - Named, US East

Навыки

• Agile
• Customer Success
• DevSecOps
• Git
• Лидерство
• Ответственность за результат
• Retention и отток

О компании и продукте

• Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market, which currently works with companies that employ between 250 to 3,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.
• Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.
• This person must be located in Eastern or Central Timezones.
• GitLab is 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.

Задачи

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region
• Take ownership of and act as the CEO for the book of business in your territory
• Document the buying criteria & process, next steps & owners
• Build a strong pipeline through a healthy cadence of prospecting activity
• Prospect and close new business to expand your territory
• Ensure adoption of our solutions and do your best to avoid churn and contraction
• Work and collaborate with our Partner ecosystem to drive new business and value for our customers
• Create an accurate forecast for each quarter against your plan/budget
• Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

Требования

• A true desire to see customers benefit from the investment they make with GitLab
• Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, 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
• Ability to travel regularly to meet with customers in person and comply with the company’s travel policy
• Remote-Global
• The base salary range for this role’s listed level is currently for residents of the United States only
• This range is intended to reflect the role's base salary rate in locations throughout the US
• See more information on our benefits and equity
• Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary
• United States Salary Range
• 79,900 — $141,000 USD
• How GitLab Supports Full-Time Employees
• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off

Условия

• Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location
• The base salary range does not include any bonuses, equity, or benefits

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