Enterprise Account Executive - DACH

About the Role

The role of an Enterprise Account Executive at Gitlab is critical in driving the company's mission to revolutionize the way software is developed and delivered. As a key member of the sales team, you will be responsible for building trusted relationships with clients, delivering meaningful business outcomes, and contributing to the company's growth and success. Your ability to understand the customer's needs, articulate the value proposition of Gitlab's DevSecOps platform, and navigate complex sales cycles will be essential in achieving your goals.

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 Enterprise Account Executive, you will be expected to embody these values and contribute to the company's mission to co-create the future of software development.

What You Will Do

• Manage a broad book of Enterprise business, from new prospects to growing existing accounts.
• Run the full sales cycle for Enterprise prospects, from discovery and solution alignment through negotiation and close.
• Support Gitlab for Enterprise 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 an Enterprise market context, managing a varied book of business.
• Experience with DevSecOps solutions and a deep understanding of AI-powered platforms.
• Strong communication and interpersonal skills, with the ability to build trusted relationships with clients and internal stakeholders.
• Ability to navigate complex sales cycles and negotiate contracts.
• Experience with sales forecasting and pipeline management.
• Strong analytical and problem-solving skills, with the ability to analyze wins and losses and contribute to process improvements.
• Ability to work in a fast-paced, remote work environment and collaborate with cross-functional teams.
• Strong understanding of the software development lifecycle and the role of DevSecOps in modern software delivery.

Nice to Have

• Experience with Gitlab's DevSecOps platform or similar AI-powered solutions.
• Familiarity with sales enablement tools and technologies.
• Certification in sales or a related field.
• Experience working with mid-market customers and managing a broad book of business.

Benefits and Perks

• Competitive salary and benefits package.
• Opportunity to work with a leading DevSecOps platform and contribute to the company's mission.
• Collaborative, remote work environment with a team of industry leaders.
• Professional development opportunities, including training and certification programs.
• Access to the latest sales enablement tools and technologies.
• Flexible work arrangements, including remote work options and flexible hours.
• Comprehensive health and wellness package, including medical, dental, and vision benefits.
• Generous paid time off and holiday package.

• Develop a deep understanding of DevSecOps solutions and AI-powered platforms to stand out in the application process.
• Showcase your ability to build trusted relationships with clients and navigate complex sales cycles.
• Be prepared to provide specific examples of your experience in software sales and managing a varied book of business.
• Research Gitlab's values and mission to demonstrate your understanding of the company's culture and vision.
• Highlight your analytical and problem-solving skills, and be prepared to discuss your approach to sales forecasting and pipeline management.
• Emphasize your ability to work in a fast-paced, remote work environment and collaborate with cross-functional teams.
• Prepare to discuss your experience with sales enablement tools and technologies, and how you have used them to drive sales growth and customer satisfaction.