An overview of this role

As a Strategic Account Executive, you will own a portfolio of Industry strategic customers and prospects in the south of 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 Industry ENT accounts
• Develop account plans to sell to focus customers based on their business needs
• Utilize a consultative approach with value selling up to customer ROI and Business Case approach
• 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
• Conduct sales activities including prospecting and developing opportunities in Strategic accounts, create future project pipeline with individual outreach activities
• Lead the BDR activities to your accounts with dedicated customer approach and outreach activities to create future PipeGen
• Discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs
• Contribute to root cause analysis on wins/losses
• Expand knowledge of industry as well as the competitive posture of the company
• 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
• 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

Requirements

• Builds a deep understanding of the customer, including an understanding of their KPI's and develops plans in anticipation of the customer’s business strategies and goals
• Strong usage of AI for strong efficiency and productivity aligned with strategic thinking for customer growth strategy
• Experienced selling into complex Enterprise organizations
• Demonstrate 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
• Ability to use GitLab
• Flexible management of temporary workload peeks
• Ability to travel if needed and comply with the company’s travel policy
• You share our values, and work in accordance with those values