Senior Account Executive

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

📋 Description

• Take ownership of a diverse portfolio of Commercial & Enterprise business, encompassing both new prospects and the expansion of existing accounts.

• Oversee the complete sales cycle, from discovery and solution alignment to negotiation and closure.

• Clearly communicate GitLab’s DevSecOps value proposition and connect it to customer business objectives.

• Evaluate wins and losses, participate in root cause analyses, and share valuable lessons learned.

• Accurately document and maintain buying criteria, processes, next steps, and responsible parties.

• Enhance the sales handbook and procedures by documenting best practices.

• Provide leadership across accounts during both pre- and post-sales engagements with technical teams and customer success.

• Serve as the voice of the customer by providing feedback and suggestions in GitLab’s public issue tracker.

⛳️ Requirements

• Demonstrated success in software sales, preferably in an Enterprise market environment, managing a diverse book of business.

• Capability to guide customers through the entire buying process, including defining criteria, mapping processes, and ensuring clear next steps.

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

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

• Expertise in conducting and contributing to win/loss analyses and root cause assessments, with a focus on sharing insights to enhance team performance and processes.

• Proficient in negotiation, delivering presentations to customer stakeholders, and leading commercial discussions to successfully close 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 willingness to travel in accordance with company policy.

🏝️ Benefits

• Comprehensive benefits to support your health, financial needs, and overall well-being.

• Flexible Paid Time Off.

• Access to Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.