Account Executive - Italy

## About the Role As an Account Executive at Gitlab, you will be the primary connection between the company and its customers, working with organizations to help them adopt and expand the world's most comprehensive AI-powered DevSecOps platform. You will own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with Gitlab. Reporting to a Regional Sales Director, you will partner closely with business development, marketing, and technical teams to drive sales growth and customer success.

The role entails managing the full sales cycle, from discovery and solution alignment to negotiation and close. You will support Gitlab's prospects by clearly articulating the DevSecOps value proposition and aligning it to customer business outcomes. Additionally, you will analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.

Gitlab's high-performance culture is driven by its values and continuous knowledge exchange, enabling team members to reach their full potential while collaborating with industry leaders to solve complex problems. As an Account Executive, you will be expected to embody these values and contribute to the company's mission to transform how the world develops software.

## What You Will Do - Report to a Regional Sales Director and own a broad book of business, from new prospects to growing existing accounts.

• Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
• Support Gitlab for prospects by clearly articulating the DevSecOps value proposition and aligning it to customer business outcomes.
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• Contribute to improving the sales handbook and processes by documenting best practices and opportunities for refinement.
• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
• Represent the voice of the customer by contributing product feedback and ideas to the public issue tracker.

## What We Are Looking For - Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.

• Ability to guide customers through the full sales cycle, from discovery to close.
• Strong understanding of the DevSecOps platform and its value proposition.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal stakeholders.
• Ability to work independently in a remote setting, with a strong focus on self-motivation and discipline.
• Experience with sales tools and technologies, such as CRM software and sales analytics platforms.
• Strong analytical and problem-solving skills, with the ability to analyze data and draw insights.

## Nice to Have - Experience working with AI-powered DevSecOps platforms.

• Knowledge of the Italian market and its specific sales dynamics.
• Fluency in Italian, in addition to English.
• Experience with marketing automation and lead generation tools.
• Certification in sales or a related field.

## Benefits and Perks - Competitive salary and benefits package.

• Opportunity to work with a leading DevSecOps platform and contribute to its growth and success.
• Collaborative and dynamic work environment, with a strong focus on teamwork and knowledge sharing.
• Flexible working hours and remote work options.
• Access to cutting-edge sales tools and technologies.
• Ongoing training and professional development opportunities.
• Recognition and reward for outstanding performance and contributions to the company's mission.

- Tip: Make sure to highlight your experience in software sales and customer relationship management in your application.

• Develop a strong understanding of the DevSecOps platform and its value proposition to stand out as a candidate.
• Be prepared to provide specific examples of your sales experience and achievements in your resume and cover letter.
• Showcase your ability to work independently in a remote setting and manage your time effectively.
• Emphasize your excellent communication and interpersonal skills, and be prepared to provide examples of building strong relationships with customers and internal stakeholders.
• Consider creating a portfolio or portfolio piece that demonstrates your sales skills and experience, such as a sales strategy document or a case study of a successful sales campaign.