Commercial Account Executive
Own the full sales cycle for mid-market and enterprise customers in Germany, from discovery through negotiation and close. The role requires proven software sales success, strong pipeline and account planning skills, commercial negotiation ability, and fluent German.
About the job
Responsibilities
- Own a broad book of Enterprise business, from new prospects to growing existing accounts.
- Manage the full sales cycle for Enterprise prospects, from discovery and solution alignment through negotiation and close.
- Articulate GitLab’s DevSecOps value proposition and align 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.
- Improve the sales handbook and processes by documenting best practices and opportunities for refinement.
- Provide account leadership and direction across pre- and post-sales, partnering with technical teams and customer success.
- Represent the voice of the customer by contributing product feedback and ideas to the public issue tracker.
Requirements
- Proven success in software sales, ideally in an 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 for collaborating with business development, marketing, technical teams, and sales management.
- Experience documenting and maintaining accurate pipeline data and account plans based on evidence.
- Skill in conducting and contributing to win/loss and root-cause analyses.
- Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
- Interest in GitLab and open-source software; familiarity with Git, software development tools, or application lifecycle management is preferred.
- Willingness to travel in line with company policy.
- Fluent German language skills required.
Benefits and Compensation
- Flexible paid time off
- Team Member Resource Groups
- Equity compensation and employee stock purchase plan
- Growth and Development Fund
- Parental leave
Skills
DevSecOps, Software Sales, Enterprise Sales, Salesforce, Pipeline Management, Account Planning, Negotiation, Win/Loss Analysis, Git, Open-Source Software, Application Lifecycle Management
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