Account Executive

This is a fully remote position, open to applicants in Italy.

📋 Description

• Report to a Regional Sales Director and manage a diverse portfolio of business, encompassing new prospects and the expansion of existing accounts.

• Oversee the entire sales cycle for prospects, from initial discovery and aligning solutions to negotiation and closing the deal.

• Support GitLab for prospects by effectively communicating our DevSecOps value proposition and linking it to customer business outcomes.

• Assess wins and losses, engage in root cause analyses, and share key insights with account managers, marketing, and technical teams.

• Record and maintain precise buying criteria, buying processes, next steps, and responsible parties to ensure a trustworthy, evidence-based pipeline.

• Aid in enhancing our sales handbook and processes by documenting best practices and identifying areas for improvement.

• Provide leadership and direction for accounts throughout pre- and post-sales, closely collaborating with technical teams and customer success.

• Act as the voice of the customer by contributing product feedback and suggestions to our public issue tracker.

⛳️ Requirements

• Demonstrated success in software sales, preferably within a Commercial market context, managing a diverse portfolio of business.

• Capability to guide customers throughout the entire buying journey, including defining buying criteria, outlining buying processes, and facilitating clear next steps.

• Strong communication and interpersonal skills to collaborate effectively with business development, marketing, technical teams, and sales management.

• Experience in documenting and maintaining accurate pipeline data and account plans based on factual evidence rather than assumptions.

• Proficiency in conducting and contributing to win/loss and root cause analyses, and sharing insights to enhance team performance and processes.

• Expertise in negotiation, presenting to customer stakeholders, and leading commercial discussions to finalize opportunities.

• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.

• Alignment with GitLab’s values and a desire to contribute from diverse or transferable sales backgrounds, with a willingness to travel according to company policy.

• Fluency in Italian (required).

🏝️ Benefits

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support