Enterprise Strategic Account Executive, New York at GitLab

An overview of this role

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the New York area.

What you’ll do

• Strategic Account Executive will report to an Area Sales Manager or Regional Director.
• Act as a primary point of contact and the face of GitLab for our strategic and large prospects in the NY area.
• Contribute to root cause analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Take ownership of your book of business
• document the buying criteria
• document the buying process
• document next steps and owners
• ensure pipeline accuracy based on evidence and not hope
• Contribute to documenting improvements in our sales handbook.
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Travel as necessary to accounts in order to develop relationships and close large opportunities
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
• Expand knowledge of industry as well as the competitive posture of the company
• Prepare activity and forecast reports as requested
• Update and maintain Sales’ database as appropriate
• Assist sales management in conveying customer needs to product managers, and technical support staff
• Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
• Respond to RFP's and follow up with prospects.
• Develop an account plan to sell to customers based on their business needs.
• Build and strengthen the business relationship with current accounts and new prospects.
• Recommend marketing strategies.

What you’ll bring

• A true desire to see customers benefit from the investment they make with you
• Able to provide high degree of major account management and control
• Work under minimal supervision on complex projects
• Proven success with B2B software sales
• Experience selling into large organizations
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator (written/verbal), 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 use GitLab

About the team

The Enterprise Sales department is part of GitLab Sales and includes both Large and Public Sector sales teams. The sales field in Enterprise is made up of Major and Strategic Account Executives (MAEs and SAEs) who collaborate closely with their deal team (Inside Sales, Customer Success, Sales Development, Channel Alliances and more) and work across functions to deliver maximum value to strategic and large prospects and customers throughout their entire journey with GitLab. When thinking about 'what good looks like' in this department, refer to your job family, the field competencies, and our GitLab values.

Enterprise Sales Handbook

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation Employee Stock Purchase Plan
• Growth and development budget
• Parental leave
• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.