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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 the UK Public Sector. You will manage the full sales lifecycle for enterprise accounts, from prospecting and qualification through adoption and expansion, using a consultative approach to understand customer business needs and guide successful implementation of GitLab's AI-powered DevSecOps platform.
Key responsibilities include:
- Managing and supporting major accounts with account leadership throughout pre- and post-sales processes
- Owning the end-to-end sales process, coordinating solutions architects, customer success managers, professional services, marketing, executives, partners, and channel resources
- Prospecting and developing opportunities in new and existing major accounts to meet or exceed sales quota
- Using solution selling to respond to customer needs, identify business opportunities, and build strategic, long-term partnerships
- Developing comprehensive account plans based on deep understanding of customers' performance metrics, business strategies, and goals
- Creating formal quotes, written sales proposals, and presentations that address customer business needs
- Coordinating pre- and post-sales engineering and support resources to ensure successful rollout and adoption
- Contributing to competitive analysis, win/loss root cause analysis, and sharing lessons learned with account managers, marketing, and technical teams
- Acting as the voice of customers by sharing feedback and product ideas in GitLab's public issue tracker
GitLab is an open core software company developing the most comprehensive AI-powered DevSecOps platform. The company has more than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster. The role is fully remote and based in the UK Public Sector vertical.
Requirements:
- Experience selling into highly complex organizations
- Track record of consistent results and exceeding quota
- Strong communication and presentation skills, including presenting to C-level executives
- Experience with solution selling and positioning value based on customer needs
- Deep understanding of Git, software development tools, and application lifecycle management
- Alignment with GitLab's values and ability to work in accordance with them
- Ability to travel when needed and comply with GitLab's travel policy
