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GitLab · 2 weeks ago

Major Account Executive - DACH

United States

Full-time

Remote

Senior Level

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. As a Major Account Executive, you will own and grow complex customer relationships, guiding major accounts through the sales cycle and ensuring the successful adoption of GitLab’s platform.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

Manage and grow strategic major accounts in Switzerland, acting as the primary point of contact and trusted advisor for GitLab

Lead the end to end sales process, coordinating resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel

Develop and execute account plans based on customers’ business strategies, objectives, and performance metrics to drive long-term partnerships

Use a consultative, solution selling approach to discover customer needs, position GitLab’s value, and craft tailored proposals, quotes, and presentations

Provide account leadership in both pre- and post-sales stages to ensure successful rollout, adoption, and expansion of GitLab products

Deepen understanding of customers’ industries, competitive landscape, and software development practices, including Git and software development tools, to inform sales strategy

Analyze wins and losses, contribute to root cause reviews, and share insights and lessons learned with account managers, marketing, and technical teams

Conduct ongoing prospecting and opportunity development within designated major accounts, including onsite or virtual customer meetings in line with GitLab’s travel policy

Qualification

Major account managementConsultative sellingStrategic account planningGit proficiencySoftware development toolsResults-driven mindsetCross-functional collaborationCommunication skills

Required

Experience owning and growing major accounts in highly complex organizations, ideally in the enterprise software space

Track record of consistent quota attainment through consultative, value-based selling and strategic account planning

Ability to communicate and present clearly to senior and C-level stakeholders, tailoring messages to business and technical audiences

Familiarity with Git, software development tools, and application lifecycle management, with the ability to translate technical capabilities into business outcomes

Proficiency using GitLab or willingness to learn the platform and apply it in customer conversations

Collaborative approach to working with cross-functional teams such as Solutions Architects, Customer Success, Professional Services, Marketing, and Partners

Comfort operating independently in a results-driven, all-remote environment, including managing priorities across multiple stakeholders

Preferred

Openness to candidates with transferable experience from related enterprise sales roles who are motivated to learn GitLab's product and customer landscape