SMB New Business Account Executive

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Acquire new GitLab clients through both inbound and outbound sales efforts.

• Cultivate and sustain a sales pipeline by engaging with inbound leads, recognizing prospect signals, and reaching out to free users and small to medium-sized business (SMB) prospects.

• Create, test, and enhance strategies for outbound sales and new customer acquisition, including prospecting methods and campaigns.

• Take ownership of a specific territory and prospect accounts by utilizing data and industry research to identify key stakeholders, comprehend needs, and document buying criteria and decision-making processes.

• Oversee the entire sales cycle from initial contact through to closing the deal.

• Engage with technical audiences and decision-makers, develop business cases, and apply MEDPICC and Command of the Message sales frameworks.

• Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing teams to secure new business.

• Meet monthly and quarterly targets for new customer acquisition and booked annual recurring revenue.

• Analyze successes and failures, share insights and prospect feedback, contribute product suggestions to the public issue tracker, and document enhancements in the sales handbook.

• Enhance knowledge of products, markets, and technology while obtaining industry-standard certifications.

⛳️ Requirements

• Experience in information technology through roles in sales, technical consulting, customer success, marketing, or customer service.

• Proven track record in outbound prospecting, securing meetings, winning business, and crafting business cases for new accounts.

• Excellent communication and relationship-building skills, encompassing discovery, identifying customer pain points, presenting solutions, negotiating, and closing deals.

• Experience in taking charge of prospecting, persisting through challenges, and achieving results while aligning with GitLab's values.

• Familiarity with Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

• Basic knowledge of application lifecycle management and related technologies.

• Willingness to learn about GitLab and Git.

• Commitment to enhancing skills and contributing to team learning through training, reading, and mentorship.

• Ability to travel as necessary and adhere to GitLab's travel policy.

• Preferred: understanding of business-to-business software, open-source software, and the developer product landscape.

🏝️ Benefits

• Benefits to support your health, financial well-being, and overall wellness.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental leave.

• Home office support.

• Incentive compensation targeted at up to 100% of the offered base salary.