Strategic Account Executive-FSI

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission 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 operations on our product and staying aligned with our values. Learn more about Life at GitLab.

An overview of this role

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the U.S. Public Sector, Federal Systems Integrator (FSI) space and be located in the DC, Maryland, or Virginia geographic areas. 

What you'll do

1. Strategic Account Leader will report to an Area Sales Manager or Regional Director
2. Act as a primary point of contact and the face of GitLab for our strategic and large prospects
3. Contribute to root cause analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
4. 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
5. Contribute to documenting improvements in our sales handbook
6. Provide account leadership and direction in the pre- and post-sales process
7. Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
8. 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
9. Be the voice of the customer by contributing product ideas to our public issue tracker
10. Travel as necessary to accounts in order to develop relationships and close large opportunities
11. Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota
12. Expand knowledge of industry as well as the competitive posture of the company
13. Prepare activity and forecast reports as requested
14. Update and maintain Sales’ database as appropriate
15. Assist sales management in conveying customer needs to product managers, and technical support staff
16. Utilize a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs
17. Respond to RFP's and follow up with prospects.
18. Develop an account plan to sell to customers based on their business needs
19. Build and strengthen the business relationship with current accounts and new prospects
20. Recommend marketing strategies

What you'll bring

1. Minimum 5+ years of experience selling into Federal accounts with a comprehensive understanding of the Federal landscape and associated business processes
2. A true desire to see customers benefit from the investment they make with you
3. Able to provide high degree of major account management and control
4. Work under minimal supervision on complex projects
5. Proven success with B2B software sales
6. Experience selling into large enterprise organizations and Federal government agencies
7. Interest in GitLab, and open source software
8. Ability to leverage established relationships and proven sales techniques for success
9. Effective communicator (written/verbal), strong interpersonal skills
10. Motivated, driven and results oriented
11. Excellent negotiation, presentation and closing skills
12. Preferred experience with Git, Software Development Tools, Application Lifecycle Management
13. You share our values, and work in accordance with those values
14. Ability to use GitLab

The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.