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As a Mid-Market Account Executive at GitLab, you will be the primary point of contact for mid-market prospects and existing customers. You will manage a variety of project sizes, from small agile teams to complex enterprise projects, ensuring client satisfaction and exceeding expectations. Collaborating with business development and sales management, you'll contribute to root cause analyses on wins/losses, communicate insights to the team, and document improvements in the sales handbook. You'll take ownership of your book of business, documenting buying criteria, processes, next steps, and ensuring pipeline accuracy. Additionally, you'll provide account leadership in pre- and post-sales processes, be the voice of the customer by contributing product ideas, and leverage relationships and proven sales techniques for success. GitLab offers a remote, asynchronous work environment with benefits including health support, flexible PTO, team resources, equity compensation, growth budgets, parental leave, and home office support.
An overview of this role
Mid-market Account Executives are the primary point of contact between prospective and existing customers of GitLab within a space defined as mid-market, which currently works with companies that employ up to 4000 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes. Mid-Market AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.
What you’ll do
Account Executive, Mid-market (AE) will report to an Area Sales Manager.
Support GitLab for our Mid Market prospects.
Contribute to root cause analyses 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
Be the voice of the customer by contributing product ideas to our public issue tracker
What you’ll bring
A true desire to see customers benefit from the investment they make with you
Demonstrated progressive experience with Software sales
Interest in GitLab, and open source software
Ability to leverage established relationships and proven sales techniques for success
Effective communicator, 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 travel if needed and comply with the company’s travel policy
About the team
Thanks to our Transparency value, you can see what we are working on in our Team page.
Further information on the role can be found here - https://handbook.gitlab.com/job-families/sales/account-executive/
How GitLab will support you
All remote, asynchronous work environment
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 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.
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