Strategic Account Leader (US Central)

Remote, New York Enterprise Sales - US East


    • Strategic Account Leader will report to a Regional Director.
    • Act as a primary point of contact and the face of GitLab for our strategic and large customers and prospects in your assigned territory.
    • Contribute to post-mortem analysis on wins/losses.
      • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
    • Take ownership of your assigned territory
      • 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.
    • Provide account leadership and direction in the pre- and post-sales process
    • Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
    • Collaborate with Field Marketing to drive awareness, engage target accounts and progress opportunities through the Sales funnel
    • 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
    • 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 prospect 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.


    • 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
    • 5+ years of experience with B2B software sales
    • Experience selling into large organizations
    • 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, and work in accordance with those values.

Hiring Process

    • Qualified candidates receive a short questionnaire from our Global Recruiters
    • Selected candidates will be invited to schedule a screening call with our Global Recruiters
    • Next, candidates will be invited to schedule a first interview with Regional Sales Director (in their same region)
    • Candidates will then be invited to schedule a second interview with Regional Sales Director (in a different region)
    • Candidates will be invited to schedule a third interview with our CRO
    • Finally, candidates may have an interview with our CEO


From project planning and source code management to CI/CD and monitoring, GitLab is a single application for the entire DevOps lifecycle.

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