Strategic Account Executive, Ent Industry
Own strategic enterprise accounts in Germany, driving new business, expansion, adoption, and long-term growth for GitLab’s AI-powered DevSecOps platform. The role requires complex enterprise sales experience, consultative value selling, quota overachievement, and executive communication skills.
About the job
Responsibilities
- Manage and support GitLab Industry enterprise accounts.
- Develop account plans based on customer business needs.
- Use consultative, value-based selling, including customer ROI and business-case approaches.
- Manage the end-to-end sales process with Solutions Architects, Customer Success Managers, Professional Services, Marketing, executives, partners, and channel resources.
- Build strategic, long-term customer partnerships through solution selling.
- Prospect and develop opportunities in strategic accounts and create future project pipeline through targeted outreach.
- Lead BDR activities for assigned accounts and create future pipeline.
- Discuss business issues with prospects and develop formal quotes, written proposals, and sales presentations.
- Contribute to root-cause analysis of wins and losses.
- Expand knowledge of the industry and competitive landscape.
- Communicate lessons learned to account managers, marketing, and technical teams.
- Provide account leadership throughout pre-sales and post-sales.
- Coordinate resources to ensure successful rollout and adoption of GitLab products.
Requirements
- Build a deep understanding of customers, including their KPIs, business strategies, and goals.
- Use AI effectively to improve productivity and support strategic customer-growth planning.
- Experience selling to complex enterprise organizations.
- Demonstrated consistent results and quota overachievement.
- Excellent communication and presentation skills, including comfort presenting to C-level executives.
- Experience with solution selling and positioning value according to customer needs.
- Deep understanding of Git, software development tools, and application lifecycle management.
- Ability to use GitLab.
- Flexibility in managing temporary workload peaks.
- Ability to travel as needed and comply with the company travel policy.
Benefits and Compensation
- Health, financial, and well-being benefits.
- Flexible paid time off.
- Team Member Resource Groups.
- Equity compensation and Employee Stock Purchase Plan.
- Growth and Development Fund.
- Parental leave.
Skills
Git, GitLab, DevSecOps, Software Development Tools, Application Lifecycle Management, Artificial Intelligence, Solution Selling, Value Selling, Account Planning, Enterprise Sales, Sales Prospecting, Customer Relationship Management
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