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Mid LevelFull-timeRustGitAI
Salary Range
$38,250 - $51,750 /year
This salary is estimated based on similar roles. The actual salary may vary.
About the Role
We are looking for an Account Executive to join our team at GitLab, an open-core software company developing the most comprehensive AI-powered DevSecOps Platform. This role will be the primary connection between GitLab and customers based in the UK, selling into organizations of up to 4,000 team members to help them adopt and expand our platform.
Key Responsibilities
- →Report to an Area Sales Manager and own a broad book of businesses, from new prospects to growing existing accounts.
- →Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
- →Support prospects by clearly articulating GitLab's DevSecOps value proposition and aligning it to customer business outcomes.
- →Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
- →Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
- →Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
- →Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
- →Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.
Requirements
- ✓Proven success in software sales, ideally in a mid-market or enterprise context, managing a varied book of business.
- ✓Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
- ✓Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
- ✓Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
- ✓Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
- ✓Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
- ✓Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
- ✓Alignment with GitLab's values, an interest in contributing from diverse or transferable sales backgrounds, and willingness to travel in line with company policy.
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