Job Information
Gitlab Strategic Account Executive-Federal Systems Integrator (FSI) in Remote, United States
Strategic Account Executive-Federal Systems Integrator (FSI)
Remote, US
GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform (https://about.gitlab.com/solutions/devops-platform) , used by more than 100,000 organizations. Our mission (https://about.gitlab.com/company/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 (https://about.gitlab.com/handbook/using-gitlab-at-gitlab) on our product and staying aligned with our values (https://about.gitlab.com/handbook/values) . Learn more about Life at GitLab (https://vimeo.com/gitlab/gettoknowgitlab) .
An overview of this role
You will act as a primary point of contact and the face of GitLab for our prospects and customers within the U.S. Public Sector, Federal Systems Integrator (FSI) space and be located in the DC, Maryland, or Virginia geographic areas.
What you'll do
Strategic Account Leader will report to an Area Sales Manager or Regional Director
Act as a primary point of contact and the face of GitLab for our strategic and large (https://about.gitlab.com/handbook/sales/#market-segmentation) prospects
Contribute to root cause analysis on wins/losses.
Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
Take ownership of your book of business
document the buying criteria
document the buying process
document next steps and owners
ensure pipeline accuracy based on evidence and not hope
Contribute to documenting improvements in our sales handbook (https://about.gitlab.com/handbook/sales/)
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 engineering and support resources
Be the voice of the customer by contributing product ideas to our public issue tracker (https://gitlab.com/gitlab-org/gitlab-ee/issues)
Travel as necessary to accounts in order to develop relationships and close large opportunities
Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota
Expand knowledge of industry as well as the competitive posture of the company
Prepare activity and forecast reports as requested
Update and maintain Sales’ database as appropriate
Assist sales management in conveying customer needs to product managers, and technical support staff
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
Respond to RFP's and follow up with prospects.
Develop an account plan to sell to customers based on their business needs
Build and strengthen the business relationship with current accounts and new prospects
Recommend marketing strategies
What you'll bring
Minimum 5+ years of experience selling into Federal accounts with a comprehensive understanding of the Federal landscape and associated business processes
A true desire to see customers benefit from the investment they make with you
Able to provide high degree of major account management and control
Work under minimal supervision on complex projects
Proven success with B2B software sales
Experience selling into large enterprise organizations and Federal government agencies
Interest in GitLab, and open source software
Ability to leverage established relationships and proven sales techniques for success
Effective communicator (written/verbal), strong interpersonal skills
Motivated, driven and results oriented
Excellent negotiation, presentation and closing skills
Preferred experience with Git, Software Development Tools, Application Lifecycle Management
You share our values (https://about.gitlab.com/handbook/values) , and work in accordance with those values
Ability to use GitLab
Remote-Global
The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits (https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) and equity (https://about.gitlab.com/handbook/stock-options/) . Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
California/Colorado/Hawaii/New Jersey/New York/Washington/DC pay range
$103,700-$183,000USD
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.
Privacy Policy: Please review our Recruitment Privacy Policy. (https://handbook.gitlab.com/handbook/hiring/candidate-faq/recruitment-privacy-policy/) Your privacy is important to us.
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 (https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and EEO is the Law (https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices) . If you have a disability or special need that requires accommodation (https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation) , please let us know during the recruiting process (https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process) .