Major Account Executive

The Major Account Executive reports to a Regional Director

Responsibilities

• Manage and support Gitlab’s major account/(s)

• Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects Customer Success Managers Professional Services Marketing Executives Partners and the Channel.

• Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to to build a strategic long-term partnership with your customers.

• Has a deep understanding of the customer including an understanding of their performance metrics and develops plans in anticipation of the customer’s business strategies and goals.

• Expand knowledge of industry as well as the competitive posture of the company

• Contribute to root cause analysis on wins/losses.

• Communicate lessons learned to the team including account managers the marketing team and the technical team

• Provide account leadership and direction in the pre- and post-sales process

• Conduct sales activities including prospecting and developing opportunities in major 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

• 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.

• Develop an account plan to sell to customers based on their business needs.

Requirements

• Strong experience and a proven track record selling into highly complex organisations specifically in the large enterprise areas

• Demonstrated consistent results and overachievement of quota

• Excellent communication and presentation skills; comfortable presenting to C-Level executives.

• Experience with solutions selling and positioning value to customers based on their needs.

• Deep understanding of 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

Hiring Process

• 1. Initial Screen - Recruiter

  • Candidates are invited to schedule an interview with the Recruiter.

  • Areas of focus (as defined in GitLab Handbook):

    • Results

    • Collaboration

  2. Initial Interview - Hiring Manager

  • Candidates are invited to schedule an interview with the Hiring Manager.

  • Areas of focus (as defined in GitLab Handbook):

    • Results

    • Operational Excellence - Account Planning & Management

    • Customer Focus - Effective Communication

    • Operational Excellence - Growth Mindset

    • Operational Excellence - Process Discipline

    • Iteration

  3. Mock Presentation - Panel

  • Candidates are invited to schedule a presentation with 3 interviewers from the team.

  • Areas of focus (as defined in GitLab Handbook):

    • Solutions Focus - Consultative approach

    • Solutions Focus - DevOps & Technical Leadership

    • Solutions Focus - Building Trust

    • Customer Focus - Facilitating

    • Customer Focus - Understanding Customer’s Needs

    • Efficiency

  4. Final Interview - Senior Leadership

  • Candidates are invited to schedule an interview with senior leadership.

  • Areas of focus (as defined in GitLab Handbook):

    • Operational Excellence - Resource Orchestration

    • Collaboration

    • Operational Excellence - Growth Mindset

    • Customer Focus - Customer Business Acumen

    • Solutions Focus - Leading with Vision

    • Transparency

    • Diversity inclusion and belonging