Commercial Account Executive - Named

Responsibilities

• Meet or exceed quota while fostering strong customer relationships.
• Articulate GitLab's value to Commercial prospects and customers in the US Eastern region.
• Own and manage the book of business for the territory, including:
  • Documenting buying criteria, processes, next steps, and owners.
  • Building pipeline through consistent prospecting.
  • Prospecting and closing new business.
  • Driving solution adoption and reducing churn and contraction.
  • Collaborating with partners to drive new business and customer value.
  • Creating accurate quarterly forecasts against plans and budgets.
  • Driving attendance at customer and prospect events.
• Contribute to root-cause analyses of wins and losses.
• Communicate lessons learned to account managers, marketing, and technical teams.
• Document improvements in the sales handbook.
• Collaborate with Customer Success, Renewals, Sales Development, and other cross-functional teams to provide account leadership throughout pre- and post-sales processes.
• Represent customer needs by contributing product ideas to the public issue tracker.
• Apply MEDPICC and Command of the Message to opportunities.
• Travel regularly to meet customers in person in accordance with company policy.

Requirements

• Demonstrated progressive experience in SaaS sales, preferably selling DevOps solutions to development teams.
• Ability to leverage established relationships and proven sales techniques.
• Effective communication and strong interpersonal skills.
• Motivated, driven, and results-oriented.
• Excellent negotiation, presentation, and closing skills.
• Interest in GitLab and open-source software.
• Ability to work in Eastern or Central Time zones.

Nice to Have

• Experience with Git, software development tools, or application lifecycle management.

Compensation and Benefits

• Base salary: $79,900–$141,000 USD for US residents.
• Sales roles are eligible for incentive pay targeted at up to 100% of offered base salary.
• Benefits include health, financial, and well-being support; flexible paid time off; team member resource groups; equity compensation and employee stock purchase plan; growth and development fund; and parental leave.