Major Account Executive, Germany

## About the Role As a Major Account Executive at Gitlab, you will be responsible for managing a portfolio of strategic customers and driving sales growth across Germany. You will work closely with cross-functional teams to identify new business opportunities and expand existing relationships. Your day-to-day activities will include developing and executing sales strategies, building relationships with key decision-makers, and identifying and addressing customer needs.

The role of a Major Account Executive is critical to Gitlab's success, as it requires a deep understanding of the customer's business needs and the ability to tailor solutions to meet those needs. You will be working in a fast-paced environment, where no two days are the same, and you will need to be adaptable and resilient to succeed.

Gitlab is a company that values innovation, collaboration, and continuous learning. As a Major Account Executive, you will be expected to embody these values and contribute to the company's mission to revolutionize the way software is developed and delivered.

## What You Will Do - Manage and support Gitlab's major accounts in Germany, developing and executing sales strategies to drive growth and expansion - Build and maintain relationships with key decision-makers, identifying and addressing customer needs and providing solutions to meet those needs - Collaborate with cross-functional teams, including sales, marketing, and customer success, to identify new business opportunities and drive sales growth - Develop and deliver sales presentations, proposals, and pitches to customers, highlighting the value proposition of Gitlab's products and services - Conduct regular business reviews with customers, identifying areas for improvement and developing plans to address those areas - Utilize solution selling expertise to respond efficiently to customer needs and identify business potential - Develop a deep understanding of the customer's performance metrics and develop plans in anticipation of the customer's business strategies and goals - Expand knowledge of the industry and the competitive posture of the company - Contribute to root cause analysis on wins and losses, communicating lessons learned to the team - Provide account leadership and direction in the pre- and post-sales process - Conduct sales activities, including prospecting and developing opportunities in major accounts - Ensure the successful rollout and adoption of Gitlab products through strong account management activities and coordination with pre- and post-sales engineering and support resources

## What We Are Looking For - Experience selling into highly complex organizations, with a proven track record of success in driving sales growth and expansion - Strong understanding of the DevSecOps industry and the competitive landscape - Excellent communication and interpersonal skills, with the ability to build and maintain relationships with key decision-makers - Strong analytical and problem-solving skills, with the ability to identify and address customer needs - Experience with solution selling and the ability to respond efficiently to customer needs - Strong knowledge of sales principles, methods, and practices - Ability to work in a fast-paced environment, with a high level of adaptability and resilience - Strong negotiation and closing skills, with the ability to develop and deliver sales presentations and pitches - Experience with CRM software and sales automation tools - Strong understanding of the German market and the ability to speak fluent German

## Nice to Have - Experience with Adjust and Excel, with the ability to analyze data and develop insights to drive sales growth - Knowledge of the IT industry and the trends and challenges facing organizations in this space - Experience with sales forecasting and pipeline management, with the ability to develop and execute sales strategies - Strong understanding of the Gitlab product portfolio and the ability to communicate the value proposition to customers - Experience working in a remote environment, with the ability to work independently and as part of a team

## Benefits and Perks - Competitive salary and bonus structure, with the opportunity to earn significant commissions - Comprehensive benefits package, including health insurance, retirement plan, and paid time off - Opportunity to work with a leading DevSecOps platform and contribute to the company's mission to revolutionize the way software is developed and delivered - Collaborative and dynamic work environment, with a team of experienced professionals who are passionate about technology and sales - Flexible working hours and remote work options, with the ability to work from anywhere in Germany - Professional development opportunities, including training and certification programs, to help you grow your career - Access to the latest technology and tools, including CRM software and sales automation tools - Recognition and reward programs, including bonuses and stock options, to recognize and reward your achievements

- Tip: Make sure you have a strong understanding of the DevSecOps industry and the competitive landscape, as this will be critical to your success in this role.

• Tip: Develop a strong network of contacts in the German market, as this will help you to identify new business opportunities and drive sales growth.
• Tip: Be prepared to work in a fast-paced environment, with a high level of adaptability and resilience, as this is a critical requirement for success in this role.
• Tip: Make sure you have excellent communication and interpersonal skills, as this will be critical to building and maintaining relationships with key decision-makers.
• Tip: Be prepared to develop and deliver sales presentations and pitches, highlighting the value proposition of Gitlab's products and services.
• Tip: Consider developing a strong understanding of Adjust and Excel, as this will help you to analyze data and develop insights to drive sales growth.
• Tip: Be prepared to work independently and as part of a team, as this is a critical requirement for success in this role.