The Strategic Account Executive role extends the Associate Strategic Account Executive role outlined above. A Strategic Account Executive reports to an Area Sales Manager or Regional Director.
Responsibilities
- Supports GitLab’s strategic large prospects and customers.
- 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 and support resources
- Be the voice of the customer by contributing product ideas to our public issue tracker
- Generate qualified leads and develop new customers in conjunction with our strategic channel partners .
- Expand knowledge of industry as well as the competitive posture of the company
- Prepare activity and forecast reports
- Contribute to root cause analysis on wins/losses.
- Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
- 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.
- Develop an account plan to sell to customers based on their business needs.
- Collaborate with Marketing on marketing strategies.
Requirements
-
- A true desire to see customers benefit from the investment they make with you
- Able to provide high degree of account management and control
- Work under minimal supervision on complex projects
- Experience selling into large organizations
- Ability to leverage established relationships and proven sales techniques for success
- 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
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
#LI-JM2
