Commercial Account Executive - Greece/Malta

About the Role

The day-to-day responsibilities will involve managing a broad book of business, from new prospects to existing accounts, and guiding customers through the full buying journey. You will articulate GitLab's DevSecOps value proposition, analyze wins and losses, and contribute to the improvement of sales processes. Your insights will be invaluable in shaping the customer's journey and informing product feedback.

Given the dynamic nature of the tech industry, with the global DevSecOps market expected to reach new heights, this role offers a unique opportunity to be at the forefront of digital transformation. Your success will be measured by your ability to build trusted relationships, deliver meaningful business outcomes, and contribute to the continuous improvement of GitLab's sales handbook and processes.

What You Will Do

• Manage a broad book of business across various opportunity sizes, from small, fast-growing teams to more complex projects.
• Guide customers through the full buying journey, including defining buying criteria and mapping buying processes.
• Articulate GitLab's DevSecOps value proposition and align it with customer business outcomes.
• Analyze wins and losses, contributing to root cause analyses and sharing lessons learned with internal teams.
• Document and maintain accurate buying criteria, processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• Contribute to improving sales handbook and processes by documenting best practices and opportunities for refinement.
• Provide account leadership and direction, 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.
• Collaborate with business development, marketing, and technical teams to drive customer engagement and satisfaction.
• Develop and maintain a deep understanding of GitLab's products and services, as well as industry trends and competitor activity.

What We Are Looking For

• Proven success in software sales, ideally in a Commercial market context, with experience managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria and mapping buying processes.
• Strong understanding of DevSecOps solutions and their application in enterprise environments.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal stakeholders.
• Experience working with AI-powered sales tools and technologies.
• Strong analytical and problem-solving skills, with the ability to analyze complex data sets and derive actionable insights.
• Ability to work in a fast-paced, dynamic environment, with a strong focus on innovation and customer satisfaction.

Nice to Have

• Experience with GitLab's products and services, or similar DevSecOps platforms.
• Knowledge of the Greece and Malta markets, with existing relationships or a strong network in the region.
• Certification in sales or a related field, such as a CRM or sales methodology certification.
• Experience working in a remote or distributed team environment, with a strong ability to self-manage and prioritize tasks.

Benefits and Perks

• Competitive salary and equity package, with a focus on performance-based rewards.
• Comprehensive benefits package, including health insurance, retirement planning, and paid time off.
• Opportunity to work with a leading DevSecOps platform, with a strong focus on innovation and customer satisfaction.
• Collaborative, dynamic work environment, with a culture of transparency and open communication.
• Professional development opportunities, including training and certification programs.
• Flexible working hours and remote work options, with a focus on work-life balance.

• Develop a strong understanding of DevSecOps solutions and their application in enterprise environments, highlighting your ability to articulate complex technical concepts to non-technical stakeholders.
• Showcase your experience with AI-powered sales tools and technologies, demonstrating how you have leveraged these to drive sales growth and customer engagement.
• Prepare examples of your success in managing a broad book of business, including strategies for building trusted relationships and driving meaningful business outcomes.
• Be ready to discuss your approach to analyzing wins and losses, and how you contribute to the continuous improvement of sales processes.
• Highlight your ability to work in a fast-paced, dynamic environment, with a strong focus on innovation and customer satisfaction.
• Research GitLab's products and services, as well as industry trends and competitor activity, to demonstrate your knowledge and enthusiasm for the role.