Commercial Account Executive
Job Summary
The Commercial Account Executive is the primary contact for mid-market customers in the US Eastern region, managing the full sales cycle. This role focuses on driving new business, fostering customer relationships, and ensuring solution adoption within a territory. The position requires a self-motivated professional to act as a business owner for their assigned accounts while collaborating with cross-functional teams.
Responsibilities
- Manage the full sales cycle for mid-market accounts
- Build and maintain a robust sales pipeline
- Drive solution adoption and minimize account churn
- Collaborate with cross-functional teams on account strategy
- Execute sales methodologies like MEDPICC and Command of the Message
Required Skills
- SaaS/DevOps sales experience
- Strong negotiation and closing skills
- Proficiency in sales methodologies (MEDPICC)
- Excellent communication and presentation skills
- Knowledge of Git and software development tools
Job Details
### Position Overview
Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market (250 to 3,999 employees). You will manage a broad book of business and advise on the journey with GitLab to achieve specific business outcomes.
### Key Responsibilities
- Meet or exceed quota while fostering strong customer relationships.
- Articulate the value of GitLab to prospects and customers in the US Eastern region.
- Act as the CEO for your book of business: document buying criteria, process, next steps, and owners.
- Build a strong pipeline through a healthy cadence of prospecting activity.
- Prospect and close new business to expand your territory.
- Ensure adoption of our solutions and minimize churn/contraction.
- Collaborate with the Partner ecosystem to drive new business.
- Create accurate quarterly forecasts against your plan/budget.
- Drive attendance to events to network with customers.
- Contribute to root cause analyses on wins/losses and document improvements in the sales handbook.
- Collaborate with Customer Success, Renewals, and Sales Development teams.
- Contribute product ideas to the public issue tracker.
- Master MEDPICC and Command of the Message on all opportunities.
### Qualifications
- Desire to see customers benefit from their investment in GitLab.
- Progressive experience with SaaS sales, specifically pitching value to development teams (preferably DevOps).
- Interest in GitLab and open source software.
- Ability to leverage established relationships and proven sales techniques.
- Effective communication and strong interpersonal skills.
- Motivated, driven, and results-oriented.
- Excellent negotiation, presentation, and closing skills.
- Preferred: Experience with Git, Software Development Tools, and Application Lifecycle Management.
- Ability to travel regularly to meet with customers.