Strategic Enterprise Account Executive

1 week ago

Melbourne, Victoria, Australia GitLab Full time
The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently.

We are one of the world's largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute.

Learn more about Life at GitLab.


Strategic Enterprise Account Executive (Strategic Account Leader) - Must be based in Melbourne, Australia due to the territory you will be managing.

The Strategic Enterprise Account Executive (Strategic Account Leader) is a grade 8.

Responsibilities:

  • Strategic Enterprise Account Executive (Strategic Account Leader) will report to an Area Sales Manager or Regional Director.
  • Support GitLab for our strategic and large prospects in our South Territory.
  • 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 preandpost 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.

Requirements:

  • 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 mínimal supervision on complex projects
  • Proven success with B2B software sales
  • Experience selling into large organizations
  • South Territory
  • 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
  • Ability to travel if needed and comply with the company's travel policy

#LI-YP1

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