Commercial Account Executive Named US East

You will own a commercial territory and manage relationships with prospective and existing customers. You will build pipeline, prospect and close new business, support solution adoption and retention, forecast accurately, and collaborate with partners and cross-functional teams. You will contribute customer feedback, sales-process improvements, win/loss analyses, and event attendance while applying MEDPICC and Command of the Message.

Responsibilities

• Meet or exceed quota while building strong customer relationships
• Articulate GitLab's value to commercial prospects and customers in the US Eastern region
• Own the book of business in your territory
• Document buying criteria, buying processes, next steps, and owners
• Build pipeline through regular prospecting activity
• Prospect for and close new business to expand the territory
• Drive solution adoption and reduce churn and contraction
• Collaborate with partners to drive new business and customer value
• Create accurate quarterly forecasts against plan and budget
• Drive attendance at events and network with current and prospective customers
• Contribute to win/loss root-cause analyses and communicate lessons learned
• Document improvements to the sales handbook
• Collaborate with Customer Success, Renewals, Sales Development, and other cross-functional teams to provide account leadership
• Contribute customer product ideas to the public issue tracker
• Apply MEDPICC and Command of the Message to all opportunities

Requirements

• Progressive SaaS sales experience using value-based pitches with development teams
• Interest in GitLab and open-source software
• Ability to leverage established relationships and proven sales techniques
• Communication and interpersonal skills
• Negotiation, presentation, and closing skills
• Experience with Git, software development tools, and application lifecycle management
• Ability to travel regularly to meet customers in person

Benefits

• Health, financial, and well-being benefits
• Flexible paid time off
• Team Member Resource Groups
• Equity compensation
• Employee Stock Purchase Plan
• Parental leave