Area Sales Manager (Strategic Accounts) - Paris based

<p>GitLab is an open core software company that develops the most comprehensive <a href="https://about.gitlab.com/solutions/devops-platform" target="_blank">AI-powered DevSecOps Platform</a>, used by more than 100,000 organizations. Our <a href="https://about.gitlab.com/company/mission" target="_blank">mission</a> is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our <a href="https://about.gitlab.com/handbook/using-gitlab-at-gitlab" target="_blank">operations</a> on our product and staying aligned with our <a href="https://about.gitlab.com/handbook/values" target="_blank">values</a>. Learn more about <a href="https://vimeo.com/gitlab/gettoknowgitlab" target="_blank">Life at GitLab</a>.</p> <p>Thanks to products like <a href="https://about.gitlab.com/gitlab-duo/" target="_blank">Duo Enterprise</a>, and <a href="https://about.gitlab.com/blog/2024/06/27/meet-gitlab-duo-workflow-the-future-of-ai-driven-development/" target="_blank">Duo Workflow</a>, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.</p><h4>The Area Sales Manager reports to the Area Vice President of Southern Europe </h4> <p>The Area Sales Manager (ASM) role is vital in all of our territory selling markets. As the ASM, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the AVP of Southern Europe, you will be responsible for hiring, developing and leading a high-performing team of Strategic Account Executives to meet and exceed sales goals. The right candidate is truly passionate about overseeing a sales team that manage territories with a mix of velocity accounts and large opportunities within open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.</p> <h4>Responsibilities</h4> <ul> <li>Leads and executes best-in-class sales strategies that exceed revenue and growth targets for the team. Ensures the sales team consistently delivers high performance, setting the standard for excellence across the organization </li> <li>Develops and executes strategies focused on expanding the client base within the territory</li> <li>Maintains close contact with assigned accounts by establishing strong relationships with key decision makers. Develops and maintains a strong executive call plan and relationship with the CXO’s &amp; Program level leaders for the account set </li> <li>Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities</li> <li>Drives the transformation to a solution-selling approach. Focuses on growing our top-tier client base and positioning our offerings as transformational solutions. Cultivates a mindset that goes beyond product selling to consultative, long-term client partnerships.</li> <li>Prioritises customer adoption and consumption. Works directly with customers to ensure that they derive maximum value from our solutions. Support the team in fostering long-term relationships and driving customer success.</li> <li>Leads efforts to explore and execute verticalisation as a model for scaling. Provide strong strategic direction for the development of vertical sales teams and specialized market approaches.</li> <li>Prepares forecasts, territory/industry management, and growth plans</li> <li>Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing</li> <li>Establishes and reports on metrics to measure team performance; correct deficiencies where necessary</li> <li>Ensures that the sales plan is aligned with and supports the corporate revenue goal</li> <li>Invests time weekly to build and engage a pipeline of top talent for potential future hires</li> <li>Manages a team of 5-10 Strategic Account Executives; fosters a successful and positive team environment. </li> <li>Hires, coaches and develops top talent into the team</li> <li>Drives a high performing sales organisation and</li> <li>Leads by example whilst being a role model for the team</li> <li>Empowers individuals to grow their own business</li> </ul> <h4>Area Sales Manager Requirements</h4> <ul> <li>Demonstrated progressive experience in field sales, operations and leadership in open source software or software DevOps environment </li> <li>Experience selling to Fortune 500; willingness to “roll up your sleeves” and sell</li>