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Area Sales Manager
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Job Location
CameroonCentral African RepublicComorosCongo, (Kinshasa)Côte d'IvoireCroatiaDenmarkDjiboutiEgyptEquatorial GuineaEritreaEstoniaEthiopiaFaroe IslandsFinlandFranceGabonGambiaGermanyGibraltarGreeceMaltaAlgeriaAndorraAngolaAustriaBahrainBelgiumBeninBotswanaBulgariaBurkina FasoBurundiChadCyprusSaint HelenaSwazilandSwedenSwitzerlandJordanKenyaKuwaitMaliSierra LeoneSlovakiaSloveniaLatviaLebanonLesothoLiberiaLibyaLithuaniaLuxembourgMacedonia, Republic ofNetherlandsNigerNigeriaNorwayPolandQatarRéunionRomaniaRwandaSomaliaSpainSudanSvalbard and Jan Mayen IslandsTanzania, United Republic ofTogoMadagascarOmanMalawiSyrian Arab Republic (Syria)TurkeyUgandaUnited Arab EmiratesBouvet IslandCongo (Brazzaville)Czech RepublicGhanaAlbaniaBelarusGuineaGuinea-BissauLiechtensteinMauritaniaMauritiusMayotteMonacoSouth AfricaUnited KingdomWestern SaharaYemenZambiaZimbabweBosnia and HerzegovinaBritish Indian Ocean TerritoryCape VerdeMoldovaMoroccoMozambiqueNamibiaPortugalRussian FederationTunisiaSan MarinoSaudi ArabiaSenegalSeychellesHoly See (Vatican City State)HungaryIcelandIran, Islamic Republic ofIraqIrelandIsraelItaly
Job Summary
GitLab is seeking an Area Sales Manager to lead a dynamic sales team and help the company surpass growth goals. The ideal candidate will have progressive sales leadership experience, demonstrated track record of meeting or exceeding performance objectives, and strong relationship-building and negotiation skills. They will be responsible for hiring, developing, and leading a high-performing team of Account Executives, selling into new customer accounts within the Mid Market segment, and maintaining close contact with assigned accounts to establish strong relationships with key decision-makers. GitLab values results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion, and belonging. The company offers flexible work hours, competitive market rates for compensation, equity compensation, global benefits, and the opportunity to work remotely from anywhere in the world.
GitLab is an open-core software company that develops the most comprehensive DevSecOps Platform used by more than 100,000 organizations. Our mission makes it clear that we believe in a world where everyone can contribute. We make that possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
The Area Sales Manager (ASM) role is vital in all of our territory selling markets. As the ASM, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the Area Vice President, you will be responsible for hiring, developing, and leading a high-performing team of Account Executives to meet and exceed sales goals. The right candidate is truly passionate about open-source software and has a proven track record to talk about! This is an exciting opportunity to influence GitLab’s overall success and growth unequivocally.
Area Sales Manager Responsibilities
Works closely with the VP, Commercial to develop and operationalize strategies for new customer acquisition
Focuses on selling into new customer accounts within the Mid Market segment which has between 100 and 4000 employees globally
Develops and executes strategies focused on expanding the client base within the territory
Recruits and hires top talent onto the team and also invests time weekly to build and engage a pipeline of top talent for potential future hires
Manages a team of Account Executives; fosters a successful and positive team environment
Responsible for maintaining and growing accounts within the territory and converting new accounts at acceptable margins
Accurately forecasts bookings by territory and prioritizes time accordingly
Effectively engages Channels, Customer Success, Marketing, and Sales resources during the sales process as necessary
Maintains close contact with assigned accounts by establishing strong relationships with key decision-makers. Develops and maintains a strong executive call plan and relationship with the CXOs & Program level leaders for the account set.
Utilizes advanced offering knowledge and understanding of the customer’s business to develop customized proposals
Area Sales Manager Requirements
Demonstrated progressive sales leadership experience; demonstrated progressive experience in leadership roles.
Consistently achieved bookings targets >$10m in IACV.
Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
Experience repeatably selling multi-million dollar deals to Fortune 500 companies as an individual contributor and as a sales leader
Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
Experience utilizing CRM systems and marketing automation systems (such as Salesforce, Clari, Marketo, etc).
Ability to exercise effective judgment, sensitivity, and creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
Strong relationship-building and negotiation skills
Strong presentation skills; Executive level communication skills (both written and verbal)
Experience with coaching and developing Sales reps and managers
Proven track record of selling and coaching account executives to sell into new customer accounts
Ability to travel as needed
You share our values and work in accordance with those values.
About GitLab
GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.
We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.
Top 10 Reasons to Work for GitLab:
Mission: Everyone can contribute
Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
Work/Life Harmony: Flexible workday, Family and Friends days
Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices
See our culture page for more!
Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.
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