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GitLab is seeking a Major Account Executive to own a portfolio of the company's largest and most strategic customers and prospects in Germany. In this role, you will drive full-cycle sales for enterprise accounts, from prospecting and qualification through rollout, adoption, and long-term expansion. You'll take a consultative approach to understand customer business needs and guide successful adoption of GitLab's AI-powered DevSecOps platform.
Key responsibilities include managing major accounts and the end-to-end sales process; leveraging solution selling expertise to identify business potential and build strategic, long-term partnerships; developing deep understanding of customer performance metrics and business strategies; expanding industry and competitive knowledge; conducting root cause analysis on wins and losses; communicating lessons learned across account management, marketing, and technical teams; providing account leadership in pre- and post-sales processes; prospecting and developing opportunities within major accounts; ensuring successful product rollout and adoption through coordination with pre-sales engineering, post-sales support, and customer success resources; utilizing consultative selling to develop formal proposals and presentations addressing customer business needs; and developing account plans based on customer requirements.
You will work closely with Solutions Architects, Customer Success Managers, Professional Services, Marketing, executives, and channel partners. You'll also serve as the voice of customers by feeding their feedback and product ideas into GitLab's public issue tracker.
Requirements:
- Experience selling into highly complex organizations
- 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 based on customer needs
- Deep understanding of Git, Software Development Tools, and Application Lifecycle Management
- Ability to use GitLab
- Ability to travel if needed and comply with company travel policy
- Alignment with GitLab's company values
