Commercial Account Executive, GitLab
Offers ESPP and equity
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
Offers ESPP and equity
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- Proven success in software sales, ideally in a Commercial sales 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 to collaborate with business development, marketing, technical teams, and sales management
- Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions
- Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes
- Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities
- Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management
- Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy
- Fluency in Swedish or Danish
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement
What the job involves
- As a Commercial Account Executive, you'll be the primary connection between GitLab and customers, working with organizations of up to 4,000 team members to help them adopt and expand the world's most comprehensive AI-powered DevSecOps platform
- You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab
- Reporting to an Area Sales Manager and partnering closely with business development, marketing, and technical teams, you'll run the full sales process: shaping the customer's journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses
- In your first year, you'll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook
- Report to an Area Sales Manager and own a broad book of mid-market business, from new prospects to growing existing accounts
- Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close
- Support GitLab prospects by clearly articulating our DevSecOps value proposition and aligning 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
- Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement
- Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success
- Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker
- The Commercial Sales team focuses on helping growing organizations adopt and expand GitLab's AI-powered DevSecOps platform across their software delivery lifecycle
- You'll join a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment
- We partner closely with marketing, sales development, and technical teams to run an efficient, transparent sales process, document what works in our sales handbook, and represent the voice of the customer back into GitLab
- We focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings from wins and losses to continuously improve how we sell and support GitLab
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $434.8m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
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