Major Account Executive - UKI

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.

We are hiring for this role in the UK; preferably London.

Responsibilities

• Drive new business opportunities and expand GitLab's footprint within major accounts in the Financial Services Industry (FSI) sector. Identify, prospect, and engage with key decision-makers to secure new partnerships and revenue growth.
• 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.
• Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build a strategic, long-term partnership with your customers.
• Have a deep understanding of the customer, including an understanding of their performance metrics and develop plans in anticipation of the customer's business strategies and goals.
• Expand knowledge of industry as well as the competitive posture of the company.
• Contribute to root cause analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Provide account leadership and direction in the pre- and post-sales process.
• Conduct sales activities including prospecting and developing opportunities in major accounts.
• 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.
• Utilize a consultative approach, discuss business issues with prospects 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.

Requirements

• Based in the UK and able to meet with customers regularly.
• Must have very strong hunting and opening net new logos from scratch.
• Strong experience and a proven track record selling into highly complex organisations specifically in the FSI segment and industry.
• Demonstrated consistent results and overachievement of quota.
• Excellent communication and presentation skills; comfortable presenting to C-Level executives.
• Experience with solutions selling and positioning value to customers based on their needs.
• Deep understanding of 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

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

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

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

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

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote; however, some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab's policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

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