The Enterprise Sales department is part of GitLab Sales and includes Large sales teams. The sales field in Enterprise is made up of Major and Strategic Account Executives (MAEs and SAEs) who collaborate closely with their deal team (Inside Sales, Customer Success, Sales Development, Channel & Alliances and more) and work across functions to deliver maximum value to strategic and large prospects and customers throughout their entire journey with GitLab. When thinking about ‘what good looks like’ in this department, refer to your job family, the field competencies, and our GitLab values.

Responsibilities

1. Supports GitLab’s strategic large prospects and customers. Foster and maintain strong and enduring relationships with business and technology leaders at key customers and prospects in the telecommunications sector.
2. Responsible for delivering new and growth business at telecom accounts through value creation by positioning GitLab’s DevSecOps platform and Professional Services to accelerate digital transformation objectives
3. Champion GitLab’s Telco GTM strategy, and represent GitLab in the Telco industry and help showcase how GitLab helps solve industry challenges
4. Provide account leadership and direction in the pre- and post-sales process
5. Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
6. Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales and support resources
7. Be the voice of the customer by contributing product ideas to our public issue tracker
8. Generate qualified leads and develop new customers in conjunction with our strategic channel partners .
9. Expand knowledge of industry as well as the competitive posture of the company
10. Prepare activity and forecast reports
11. Contribute to root cause analysis on wins/losses.
12. Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
13. Assist sales management in conveying customer needs to product managers, and technical support staff
14. 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.
15. Develop an account plan to sell to customers based on their business needs.
16. Collaborate with Marketing on marketing strategies.

Requirements

1. Possess extensive experience and in-depth knowledge of the telecommunications sector and a proven history of successfully engaging and selling to executive-level decision-makers in this field.
2. Experience in the DevSecOps market
3. A true desire to see customers benefit from the investment they make with you
4. Able to provide high degree of account management and control
5. Work under minimal supervision on complex projects
6. Experience selling into large organizations
7. Ability to leverage established relationships and proven sales techniques for success
8. Excellent negotiation, presentation and closing skills
9. Preferred experience with Git, Software Development Tools, Application Lifecycle Management
10. You share our values, and work in accordance with those values.
11. Ability to use GitLab
12. Ability to travel if needed and comply with the company’s travel policy

Hiring Process

• Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page. As part of this application, candidates can expect the following stages with focus areas on the GitLab Values and Field Functional Competencies.

  Stages

  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