Enterprise Account Executive - CIS (Russian Speaker)

## About the Role As an Enterprise Account Executive at Gitlab, you will be the primary connection between the company and its customers in the CIS region. Your focus will be on selling DevSecOps solutions to organizations with up to 4,000 team members, helping them adopt and expand the world's most comprehensive AI-powered DevSecOps platform. You will own a broad book of business, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with Gitlab.

The role entails managing the full sales cycle, from discovery and solution alignment through negotiation and close. You will work closely with business development, marketing, and technical teams to drive sales growth and expand existing customer relationships. Your success will be measured by your ability to deliver meaningful business outcomes for customers, build trusted relationships, and contribute to the improvement of Gitlab's sales processes.

You will report to an Area Sales Manager and partner closely with various teams to drive sales growth and customer success. Your input will be invaluable in shaping the customer's journey, documenting buying criteria and processes, and sharing root-cause insights on wins and losses.

## What You Will Do - Manage a broad book of business across the CIS region, with a focus on selling DevSecOps solutions to organizations with up to 4,000 team members.

• Own the full sales cycle, from discovery and solution alignment through negotiation and close.
• Support prospects by clearly articulating Gitlab's 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 Gitlab's 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 Gitlab's public issue tracker.
• Run the full sales process, shaping the customer's journey and keeping the pipeline accurate and evidence-based.

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

• Ability to guide customers through the full buying process, from discovery to close.
• Strong understanding of DevSecOps solutions and the ability to articulate their value proposition.
• Excellent communication and relationship-building skills, with the ability to work closely with customers, technical teams, and other stakeholders.
• Ability to analyze wins and losses, contribute to root cause analyses, and share lessons learned.
• Strong organizational and time management skills, with the ability to prioritize tasks and manage multiple projects simultaneously.
• Experience working with CRM systems and sales tools, with the ability to document and maintain accurate sales data.

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

• Knowledge of the CIS region market and its unique challenges and opportunities.
• Fluency in Russian, with the ability to communicate effectively with customers and stakeholders in the region.
• Experience working in a remote or distributed team environment.
• Certification in sales or a related field, such as DevSecOps or software development.

## 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 team of experienced professionals.
• Flexible working hours and remote work options, with the ability to work from anywhere.
• Professional development opportunities, with access to training and certification programs.
• Access to the latest technologies and tools, with the ability to stay up-to-date with industry trends and developments.
• Recognition and reward for outstanding performance, with opportunities for career advancement and growth.

- Ensure you have a strong understanding of DevSecOps solutions and the ability to articulate their value proposition to customers.

• Develop a comprehensive knowledge of the CIS region market and its unique challenges and opportunities.
• Practice your sales skills, including negotiation and closing deals, to ensure you are confident and effective in your role.
• Build a professional network of contacts in the industry, including customers, partners, and colleagues.
• Stay up-to-date with the latest industry trends and developments, including new technologies and tools.
• Prepare to showcase your skills and experience in software sales, customer relationship building, and DevSecOps solutions.
• Research Gitlab's company culture and values to ensure you are a good fit for the team and the role.