Territory Sales Manager
Owns the full enterprise sales cycle and account growth for Digital Native and Retail customers in Japan. The role requires complex enterprise selling, consultative account planning, pipeline discipline, and coordination with technical, customer success, support, and channel partners.
About the job
Responsibilities
- Own the full sales cycle for enterprise accounts in Japan, focusing on Digital Native and Retail customers.
- Develop and execute account plans aligned with customer business needs and long-term goals.
- Prospect and develop opportunities in large strategic accounts, working with channel partners to generate qualified leads and new customers.
- Coordinate pre- and post-sales engagement with solutions architects, customer success, and support teams to drive rollout, adoption, and expansion.
- Provide account leadership through regular activity, pipeline, and forecast reporting.
- Analyze wins and losses, contribute to root-cause analysis, and share lessons learned with sales, marketing, and technical teams.
- Represent customer feedback and product ideas through GitLab's public issue tracker and internal channels.
- Use consultative selling to uncover business issues, shape solution recommendations, and deliver proposals, quotes, and presentations.
Requirements
- Experience managing complex sales cycles with large strategic enterprise customers in the Digital Native and Retail segments.
- Ability to prospect, qualify, and develop new opportunities while growing existing accounts through account management.
- Experience coordinating technical, support, and channel-partner activities to drive adoption and expansion.
- Proficiency in consultative selling, account planning, and presenting solutions aligned with customer outcomes.
- Ability to maintain accurate activity, pipeline, and forecast reports and contribute to win/loss analysis.
- Effective communication and collaboration with sales management, product, marketing, and technical teams.
- Familiarity with software development concepts and tools.
- Alignment with GitLab's values and openness to learning.
Nice to Have
- Exposure to Git, software development tools, or application lifecycle management.
Compensation and Benefits
- Flexible paid time off
- Team member resource groups
- Equity compensation and employee stock purchase plan
- Growth and development fund
- Parental leave
Skills
Enterprise Sales, Consultative Selling, Account Planning, Pipeline Management, Forecasting, Channel Partnerships, Customer Success, Solutions Architecture, Git, Software Development Tools, Application Lifecycle Management
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