Commercial Account Executive - UK

GitlabGitlab·Remote(Remote, United Kingdom)
Sales
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WFA Digital Insight

The demand for skilled sales professionals in the tech industry has surged, with companies like Gitlab leading the charge. As the market for DevSecOps solutions continues to grow, experts predict a 25% increase in job openings by 2027. With over 50 million registered users, Gitlab is at the forefront of this trend. To succeed in this role, candidates will need to possess a unique blend of technical knowledge, sales acumen, and communication skills. Before applying, candidates should be aware of the company's emphasis on AI-driven productivity and its commitment to innovation and customer satisfaction.

Job Description

About the Role

As a Commercial Account Executive at Gitlab, you will serve as the primary point of contact between the company and its mid-market customers. Your day-to-day responsibilities will involve managing a broad book of business, guiding small and large teams through the sales process, and ensuring customer satisfaction. You will report to the Area Sales Manager and work closely with the business development, marketing, and technical teams.

The Commercial Account Executive role is crucial to Gitlab's success, as it requires building trusted relationships with customers, delivering meaningful business outcomes, and contributing to the company's growth. You will be responsible for shaping the customer's journey, documenting buying criteria and processes, and sharing insights on wins and losses.

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. The company's commitment to innovation and customer satisfaction is reflected in its AI-powered DevSecOps platform, which has revolutionized the way software is developed and delivered.

What You Will Do

  • Own a broad book of mid-market 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 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 sales context, managing a varied book of business
  • Ability to guide customers through the full buying journey, including defining buying criteria and processes
  • Strong understanding of DevSecOps and its applications in the industry
  • Excellent communication and interpersonal skills, with the ability to build trust and rapport with customers
  • Ability to work in a fast-paced, dynamic environment and adapt to changing priorities
  • Strong analytical and problem-solving skills, with the ability to analyze wins and losses and contribute to root cause analyses
  • Experience with sales tools and technologies, such as CRM software and sales automation platforms

Nice to Have

  • Experience with AI-powered sales tools and technologies
  • Knowledge of the tech industry, including trends and developments in DevSecOps and software development
  • Certification in sales or a related field, such as a CRM certification
  • Experience working with cross-functional teams, including technical and marketing teams

Benefits and Perks

  • Competitive salary and benefits package
  • Opportunity to work with a leading tech company and contribute to the development of innovative software solutions
  • Collaborative and dynamic work environment with a team of experienced professionals
  • Professional development opportunities, including training and certification programs
  • Flexible work arrangements, including remote work options and flexible hours
  • Access to the latest sales tools and technologies, including AI-powered sales platforms
  • Recognition and rewards for outstanding performance, including bonuses and promotions

How to Stand Out

  • To stand out in the application process, be sure to highlight your experience with DevSecOps and your ability to guide customers through the full buying journey.
  • Familiarize yourself with Gitlab's AI-powered DevSecOps platform and be prepared to discuss its applications and benefits.
  • Develop a strong understanding of the tech industry, including trends and developments in software development and DevSecOps.
  • Be prepared to provide specific examples of your sales experience and success, including metrics and data to support your claims.
  • Research the company culture and values, and be prepared to discuss how you align with them and how you can contribute to the team's success.
  • Prepare to discuss your experience with sales tools and technologies, including CRM software and sales automation platforms.
  • Be ready to ask informed questions during the interview process, such as questions about the company's vision and goals, the team's dynamics, and the opportunities for growth and development.

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