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The Major Account Executive reports to a Regional Director 

Responsibilities

1. Manage and support Gitlab’s major account/(s) within the telecommunications (telco) sector
2. Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel.
3. Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to to build a strategic, long-term partnership with your customers.
4. Has a deep understanding of the customer, including an understanding of their performance metrics and develops plans in anticipation of the customer’s business strategies and goals.
5. Expand knowledge of industry as well as the competitive posture of the company
6. Contribute to root cause analysis on wins/losses.
7. Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
8. Provide account leadership and direction in the pre- and post-sales process
9. Conduct sales activities including prospecting and developing opportunities in major accounts
10. 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
11. Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
12. Develop an account plan to sell to customers based on their business needs.

Requirements

1. Must be based in Rome or Milan 
2. Strong experience and a proven track record selling into highly complex organisations specifically in the telecommunications (telco) segment and industry
3. Demonstrated consistent results and overachievement of quota
4. Excellent communication and presentation skills; comfortable presenting to C-Level executives.
5. Experience with solutions selling and positioning value to customers based on their needs.
6. Deep understanding of with Git, Software Development Tools, Application Lifecycle Management
7. You share our values, and work in accordance with those values.
8. Ability to use GitLab
9. Ability to travel if needed and comply with the company’s travel policy

Hiring Process

• 1. Initial Screen - Recruiter

  • Candidates are invited to schedule an interview with the Recruiter.
  • Areas of focus (as defined in GitLab Handbook):
    • Results
    • Collaboration

  2. Initial Interview - Hiring Manager

  • Candidates are invited to schedule an interview with the Hiring Manager.
  • Areas of focus (as defined in GitLab Handbook):
    • Results
    • Operational Excellence - Account Planning & Management
    • Customer Focus - Effective Communication
    • Operational Excellence - Growth Mindset
    • Operational Excellence - Process Discipline
    • Iteration

  3. Mock Presentation - Panel

  • Candidates are invited to schedule a presentation with 3 interviewers from the team.
  • Areas of focus (as defined in GitLab Handbook):
    • Solutions Focus - Consultative approach
    • Solutions Focus - DevOps & Technical Leadership
    • Solutions Focus - Building Trust
    • Customer Focus - Facilitating
    • Customer Focus - Understanding Customer’s Needs
    • Efficiency

  4. Final Interview - Senior Leadership

  • Candidates are invited to schedule an interview with senior leadership.
  • Areas of focus (as defined in GitLab Handbook):
    • Operational Excellence - Resource Orchestration
    • Collaboration
    • Operational Excellence - Growth Mindset
    • Customer Focus - Customer Business Acumen
    • Solutions Focus - Leading with Vision
    • Transparency
    • Diversity inclusion and belonging

#LI-JM2

Solutions Architects are the trusted advisors to GitLab prospects and clients, showing how the GitLab solutions address client business requirements. Solutions Architects are responsible for driving and managing the technology evaluation and validation stages of the sales process. Solutions Architects are the product advocates for GitLab’s Enterprise Edition. They focus on the technical solution while also understanding the business outcomes the customer is trying to achieve.

The Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Solutions Architect supports and enables successful adoption of the GitLab platform. Solutions Architects work collaboratively with GitLab’s customers across segments, Sales, Engineering, Product Management, and Marketing organizations.

This role provides technical guidance and support throughout the entire sales cycle. Solution Architects can help shape and execute a strategy to build mindshare and broad use of the GitLab platform with customers by becoming the trusted advisor. The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. Proficiency in connecting technology solutions to measurable business value is critical to a Solutions Architect. Candidates should also have a demonstrated skill to think strategically about business, products, and technical problems.

To learn more, see the Solutions Architect handbook

What you'll do

• Technical expertise: Engage with customers, both onsite and remotely, by providing technical expertise during the pre-sales process. The additional responsibility implies adopting a more mature consultancy and advisor role during the pre-sales process while providing technical assistance and solution guidance.
• Sales strategy: Collaborate with the sales team to go beyond support to formulate and execute a sales strategy to exceed revenue targets through the adoption of GitLab.
• Technical guidance: Be the Directly Responsible Individual (DRI) on Technical Close Plans and technical evaluations via POC/POV ownership, technical part of tender/audit support, and workshop design.
• Customer relationships: Build deep relationships with people within customer environments to enable them to be GitLab advocates.
• Customer feedbacks: Serve as the customer advocate to other GitLab teams, including Product Development, Sales, and Marketing.
• Market knowledge: Maintain specialty competency in one or more technologies related to GitLab’s market focus through activities such as training, certification and creation of working examples for reuse internally and by customers and partners.
• GitLab knowledge: With comprehensive knowledge of the GitLab platform and associated technologies, educate customers of all sizes on the value proposition of GitLab while participating in discussions throughout the organization to ensure successful GitLab deployment.
• Growth & Development: Continuously improve your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others.
• Strategic Client Engagement: Run Value Stream Assessments in your account with support of a Senior SA leading the engagement

What you'll bring

• Experience with technical pre-sales or as a professional in the field of information technology
• Experience with modern software development or operations and their associated technologies
• Experience with cloud computing and related technologies and practices
• Understanding of the end-to-end software development lifecycle
• Understanding of continuous integration and continuous deployment
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Unlimited PTO (paid time off)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave
• Home office support

Hiring process

• Selected candidates will be invited to schedule a screening call with our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with the SA team Manager.
• Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager.
• Then, candidates will be required to deliver a demo of GitLab to a panel of Customer Success attendees using the Demo Guide.
• Candidates may be invited to additional interviews.
• Successful candidates will be made an offer after references are verified.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Solutions Architects are the trusted advisors to GitLab prospects and clients, showing how the GitLab solutions address client business requirements. Solutions Architects are responsible for driving and managing the technology evaluation and validation stages of the sales process. Solutions Architects are the product advocates for GitLab’s Enterprise Edition. They focus on the technical solution while also understanding the business outcomes the customer is trying to achieve.

The Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Solutions Architect supports and enables successful adoption of the GitLab platform. Solutions Architects work collaboratively with GitLab’s customers across segments, Sales, Engineering, Product Management, and Marketing organizations.

This role provides technical guidance and support throughout the entire sales cycle. Solution Architects can help shape and execute a strategy to build mindshare and broad use of the GitLab platform with customers by becoming the trusted advisor. The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. Proficiency in connecting technology solutions to measurable business value is critical to a Solutions Architect. Candidates should also have a demonstrated skill to think strategically about business, products, and technical problems.

To learn more, see the Solutions Architect handbook

What you'll do

• Technical expertise: Engage with customers, both onsite and remotely, by providing technical expertise during the pre-sales process. The additional responsibility implies adopting a more mature consultancy and advisor role during the pre-sales process while providing technical assistance and solution guidance.
• Sales strategy: Collaborate with the sales team to go beyond support to formulate and execute a sales strategy to exceed revenue targets through the adoption of GitLab.
• Technical guidance: Be the Directly Responsible Individual (DRI) on Technical Close Plans and technical evaluations via POC/POV ownership, technical part of tender/audit support, and workshop design.
• Customer relationships: Build deep relationships with people within customer environments to enable them to be GitLab advocates.
• Customer feedbacks: Serve as the customer advocate to other GitLab teams, including Product Development, Sales, and Marketing.
• Market knowledge: Maintain specialty competency in one or more technologies related to GitLab’s market focus through activities such as training, certification and creation of working examples for reuse internally and by customers and partners.
• GitLab knowledge: With comprehensive knowledge of the GitLab platform and associated technologies, educate customers of all sizes on the value proposition of GitLab while participating in discussions throughout the organization to ensure successful GitLab deployment.
• Growth & Development: Continuously improve your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others.
• Strategic Client Engagement: Run Value Stream Assessments in your account with support of a Senior SA leading the engagement

What you'll bring

• Experience with technical pre-sales or as a professional in the field of information technology
• Experience with modern software development or operations and their associated technologies
• Experience with cloud computing and related technologies and practices
• Understanding of the end-to-end software development lifecycle
• Understanding of continuous integration and continuous deployment
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Unlimited PTO (paid time off)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave
• Home office support

Hiring process

• Selected candidates will be invited to schedule a screening call with our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with the SA team Manager.
• Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager.
• Then, candidates will be required to deliver a demo of GitLab to a panel of Customer Success attendees using the Demo Guide.
• Candidates may be invited to additional interviews.
• Successful candidates will be made an offer after references are verified.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

This role is being hired for in Milan. 

The Strategic Account Executive role extends the Associate Strategic Account Executive role outlined above. A Strategic Account Executive reports to an Area Sales Manager or Regional Director.

Responsibilities

• Supports GitLab’s strategic large prospects and customers.
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners .
• Expand knowledge of industry as well as the competitive posture of the company
• Prepare activity and forecast reports
• Contribute to root cause analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
• Assist sales management in conveying customer needs to product managers, and technical support staff
• Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
• Develop an account plan to sell to customers based on their business needs.
• Collaborate with Marketing on marketing strategies.

Requirements

• • A true desire to see customers benefit from the investment they make with you
  • Able to provide high degree of account management and control
  • Work under minimal supervision on complex projects
  • Experience selling into large organizations
  • Ability to leverage established relationships and proven sales techniques for success
  • 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 use GitLab
  • Ability to travel if needed and comply with the company’s travel policy

Hiring Process

• 1. Initial Screen - Recruiter

  • Candidates are invited to schedule an interview with the Recruiter.
  • Areas of focus (as defined in GitLab Handbook):
    • Results
    • Collaboration

  2. Initial Interview - Hiring Manager

  • Candidates are invited to schedule an interview with the Hiring Manager.
  • Areas of focus (as defined in GitLab Handbook):
    • Results
    • Operational Excellence - Account Planning & Management
    • Customer Focus - Effective Communication
    • Operational Excellence - Growth Mindset
    • Operational Excellence - Process Discipline
    • Iteration

  3. Mock Presentation - Panel

  • Candidates are invited to schedule a presentation with 3 interviewers from the team.
  • Areas of focus (as defined in GitLab Handbook):
    • Solutions Focus - Consultative approach
    • Solutions Focus - DevOps & Technical Leadership
    • Solutions Focus - Building Trust
    • Customer Focus - Facilitating
    • Customer Focus - Understanding Customer’s Needs
    • Efficiency

  4. Final Interview - Senior Leadership

  • Candidates are invited to schedule an interview with senior leadership.
  • Areas of focus (as defined in GitLab Handbook):
    • Operational Excellence - Resource Orchestration
    • Collaboration
    • Operational Excellence - Growth Mindset
    • Customer Focus - Customer Business Acumen
    • Solutions Focus - Leading with Vision
    • Transparency
    • Diversity inclusion and belonging

#LI-JM2