Commercial Account Executive - Named, Canada
About The Position
GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. Over 50 million registered users and more than 50% of the Fortune 100 trust GitLab. The company embraces AI as a core productivity multiplier, expecting all team members to incorporate AI into their daily workflows. GitLab fosters a high-performance culture driven by values and continuous knowledge exchange. Commercial Named Account Executives serve as the primary point of contact for prospective and existing GitLab customers within the top end of the mid-market, specifically companies employing between 250 to 3,999 employees. These team members manage a range of project sizes, from small, fast-growing teams to complex enterprise projects, advising on the journey with GitLab to achieve specific business outcomes. Commercial Named AEs collaborate closely with the business development team and sales management to manage a broad book of business, focusing on exceeding client expectations.
Requirements
- A true desire to see customers benefit from the investment they make with GitLab
- Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
- 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
- You share our values, and work in accordance with those values
- Ability to travel regularly to meet with customers in person and comply with the company’s travel policy
Nice To Haves
- Preferred experience with Git, Software Development Tools, Application Lifecycle Management
Responsibilities
- Meet or exceed quota while fostering strong customer relationships
- Articulate the value of GitLab to our Commercial prospects and customers in Canada
- Take ownership of and act as the CEO for the book of business in your territory
- Document the buying criteria & process, next steps & owners
- Build a strong pipeline through a healthy cadence of prospecting activity
- Prospect and close new business to expand your territory
- Ensure adoption of our solutions and do your best to avoid churn and contraction
- Work and collaborate with our Partner ecosystem to drive new business and value for our customers
- Create an accurate forecast for each quarter against your plan/budget
- Drive attendance to our events, which you will be part of to further network with current and prospective customers
- Contribute to root cause analyses on wins/losses
- Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
- Contribute to documenting improvements in our sales handbook
- Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
- Be the voice of the customer by contributing product ideas to our public issue tracker
- Master MEDPICC and Command of the Message on all opportunities
Benefits
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
