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Senior Enterprise Account Executive for Strategic Partnerships – Australia

GitLab

United States Full-time in Sales & Marketing
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    • Job ID 2106477

    Job Description

    Join the dynamic team at GitLab, a leading open-core software company that has created an exceptional AI-driven DevSecOps Platform, utilized by over 100,000 organizations worldwide. Our mission is to empower individuals to contribute to and co-create the software that drives innovation and progress in our world. This commitment to inclusivity fuels our culture, shaping how we hire, develop products, and lead our industry. At GitLab, we operate on our own platform, ensuring our processes align with our core values. Discover more about what it’s like to work at GitLab in our vibrant company culture.

    We’re seeking a Senior Strategic Enterprise Account Executive for Australia, with flexibility for remote work, specifically candidates based in Sydney or Melbourne who are PR or Citizens.

    As part of the Enterprise Sales team at GitLab, you will collaborate with a diverse group of professionals, including Major and Strategic Account Executives, Inside Sales, Customer Success, and more, to provide unparalleled value to our most significant prospects and clients. Success in this role is guided by a clear understanding of your job family, field competencies, and GitLab’s values.

    Your Key Responsibilities:

    • Reporting to the Regional Director, you’ll play a pivotal role in supporting GitLab’s strategic prospects and clients in both the South and North Territories, with frequent client engagement required in Sydney or Melbourne.
    • Conduct thorough root cause analyses on wins and losses, sharing insights with your team, including account managers and marketing personnel.
    • Take full ownership of your assigned accounts, meticulously documenting buying criteria, processes, next steps, and ensuring pipeline accuracy is backed by evidence.
    • Contribute to enhancing our sales handbook with documented improvements.
    • Lead accounts effectively throughout the pre- and post-sales journey.
    • Engage in sales activities, developing opportunities within large and strategic accounts.
    • Facilitate the successful implementation and adoption of GitLab products through robust account management and effective collaboration with engineering and support resources.
    • Act as the voice of the customer, providing valuable product feedback to our public issue tracker.
    • Travel as needed to nurture relationships and close substantial deals.
    • Generate qualified leads and collaborate with our strategic channel partners to exceed sales targets.
    • Deepen your understanding of industry trends and the competitive landscape.
    • Compile and present activity and forecast reports as required.
    • Update and maintain the sales database accurately.
    • Assist sales management in communicating customer needs to product managers and technical support staff.
    • Utilize a consultative approach to understand business challenges and offer tailored solutions through formal proposals and presentations.
    • Respond to RFPs and ensure timely follow-ups with prospects.
    • Create comprehensive account plans tailored to client business needs.
    • Strengthen relationships with current clients and new prospects.
    • Provide recommendations for effective marketing strategies.

    Your Qualifications:

    • A genuine passion for helping customers derive maximum value from their investments.
    • Expertise in managing major accounts with a high degree of control.
    • Ability to work with minimal supervision on complex projects.
    • Demonstrated success in B2B software sales.
    • Experience navigating large organizational sales processes.
    • Interest and familiarity with GitLab and open-source software.
    • The capability to leverage established relationships and proven sales strategies.
    • Exceptional communication skills, both written and verbal, along with strong interpersonal abilities.
    • Motivated, driven, and focused on achieving results.
    • Exceptional negotiation, presentation, and closing skills.
    • Preferred experience with Git, Software Development Tools, and Application Lifecycle Management.
    • Alignment with our core values and ability to work within those parameters.
    • Proficiency in using GitLab.
    • Willingness to travel as needed and adhere to the company’s travel policy.

    We recognize that confidence gaps can exist, and if you find yourself unsure about meeting every single requirement, we encourage you to apply anyway. Your perspective and skills are valuable to us!

    Performance Metrics:

    As a key player in our sales team, you will also be involved in achieving the Sales KPIs specific to your role.

    This role is fully remote within Australia, with specific location requirements for engagement with our clients.

    Country Hiring Guidelines: GitLab hires globally, and while all roles are remote, specific positions may have location-based eligibility criteria. Our Talent Acquisition team is here to assist with any queries regarding location as you embark on the recruitment journey.

    Privacy Statement: Please review our Recruitment Privacy Policy to understand how we handle your personal information. Your privacy is paramount to us.

    GitLab proudly stands as an equal opportunity employer. Our recruitment practices focus solely on merit, ensuring that every action we take regarding employment, career advancement, and promotions is free from discrimination based on race, color, religion, sex, national origin, age, marital status, disability, or any other legally protected status. We foster a working environment free from harassment and discrimination. If you have a disability or need accommodations, please inform us during the recruitment process.

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