Major Account Executive

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.

Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

We are hiring for this role in Paris 

Responsibilities

1. Identify, prospect, and engage with key decision-makers to secure new partnerships and revenue growth
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. Based in Paris and be able to meet with customers regularly
2. Must have very strong hunting and expansion experience across a top subset of customers in France 
3. Strong experience and a proven track record selling multi-million dollar deals into highly complex organisations 
4. Demonstrated consistent results and overachievement of quota
5. Excellent communication and presentation skills; comfortable presenting to C-Level executives.
6. Experience with solutions selling and positioning value to customers based on their needs.
7. Deep understanding of with Git, Software Development Tools, Application Lifecycle Management
8. You share our values, and work in accordance with those values.
9. Ability to use GitLab
10. 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

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