Major Account Executive

An overview of this role

As a Major Account Executive, you will own a portfolio of our largest most strategic customers and prospects in Germany, helping them get the most value from GitLab’s AI-powered DevSecOps platform. You’ll break into net new enterprise accounts and expand GitLab’s footprint within existing customers, using a consultative approach to understand their business needs and guide successful adoption and expansion of GitLab. You’ll work closely with pre- and post-sales teams and strategic channel partners to drive full-cycle sales, from prospecting and qualification through rollout, usage, and long-term growth, while acting as the voice of your customers by feeding their feedback and product ideas into GitLab’s public issue tracker.

Responsibilities

• Manage and support GitLab’s major account/(s)
• Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel.
• Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build a strategic, long-term partnership with your customers.
• Has a deep understanding of the customer, including an understanding of their performance metrics and develops plans in anticipation of the customer’s business strategies and goals.
• Expand knowledge of industry as well as the competitive posture of the company
• Contribute to root cause analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in major accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
• 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.

Requirements

• Experience selling into highly complex organizations
• Demonstrated consistent results and overachievement of quota
• Excellent communication and presentation skills; comfortable presenting to C-Level executives.
• Experience with solutions selling and positioning value to customers based on their needs.
• Deep understanding of 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