Account Executive- Mid Market (Bay Area or PNW)

The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.

Account Executive Mid-Market- San Francisco or Pacific Northwest

Mid-market Account Executives are the primary point of contact between prospective and existing customers of GitLab within a space defined as mid-market, which currently works with companies that employ between 100 to 1,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes. Mid-Market AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

Responsibilities

• Account Executive, Mid-market (AE) will report to an Area Sales Manager
• Support GitLab for our Mid Market prospects.
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Take ownership of your book of business
• document the buying criteria
• document the buying process
• document next steps and owners
• ensure pipeline accuracy based on evidence and not hope
• Contribute to documenting improvements in our sales handbook.
• Provide account leadership and direction in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker

Requirements

• A true desire to see customers benefit from the investment they make with you
• Demonstrated progressive experience with Software sales
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to travel if needed and comply with the company’s travel policy

Career Ladder

The next step in the Account Executive - Mid Market job family is to move to the Strategic Account Leader job family or the Sales Management Job Family

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

Selected candidates will be invited to the following

1. A phone or video conference screen with the recruiter. This takes 30 minutes and helps our recruiting team align your interests and qualifications with the right opening on the sales team.
2. A video conversation with the hiring manager. This takes 30 minutes and helps the sales manager understand what you want to do next in your career and how that might intersect with GitLab and the Commercial sales team.
3. A video conversation reviewing your professional experience chronologically. This takes from 45 min to an hour and allows your hiring manager to understand the similarities and differences of past roles you’ve had to the role we are considering for you.
4. A video conversation with a potential colleague. This takes 45 minutes and helps us understand your sales experience, sty