Major Account Executive

You will manage a portfolio of major strategic customers and prospects in Germany, helping them adopt and expand their use of GitLab’s AI-powered DevSecOps platform. You will prospect for new enterprise accounts, run the end-to-end sales process, and coordinate with pre- and post-sales resources, partners, and channel teams. You will use consultative selling to understand business needs, develop account plans and sales proposals, support successful rollouts, and share customer feedback and product ideas.

Responsibilities

• Manage and support major accounts.
• Manage the end-to-end sales process with appropriate internal resources, partners, and channel teams.
• Use solution-selling expertise to identify customer needs and build strategic long-term partnerships.
• Develop an understanding of customers’ performance metrics, business strategies, and goals.
• Expand knowledge of the industry and competitive landscape.
• Contribute to root-cause analysis of sales wins and losses.
• Communicate lessons learned to account management, marketing, and technical teams.
• Provide account leadership in pre- and post-sales processes.
• Prospect and develop opportunities in major accounts.
• Ensure successful product rollout and adoption through account management and coordination with sales engineering and support resources.
• Use a consultative approach to discuss business issues and develop quotes, sales proposals, and presentations.
• Develop account plans based on customers’ business needs.

Requirements

• Experience selling into highly complex organizations.
• Demonstrated consistent quota attainment and overachievement.
• Excellent communication and presentation skills.
• Comfort presenting to C-level executives.
• Experience with solution selling and value-based customer positioning.
• Deep understanding of Git, software development tools, and application lifecycle management.
• Ability to use GitLab.
• Ability to travel as needed and comply with the company travel policy.

Benefits

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