Strategic Account Executive - FSI

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 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

• 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

• 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, and work in accordance with those values

• Ability to use GitLab

Remote-Global