SMB Account Executive – New Business

Posted 1hrs ago

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Job Description

SMB Account Executive acquiring new customers for GitLab’s DevSecOps platform. Owning territory sales cycles, prospecting, and new-logo growth across European markets.

Responsibilities:

Acquire new SMB customers and generate new logos through inbound and outbound sales
Own a territory and book of prospect accounts, including free users, trials, engaged leads and cold prospects
Build and iterate the outbound/new-logo playbook and strategy
Develop and execute prospecting strategies to maintain a healthy new-business pipeline
Collaborate with the partner ecosystem to drive new business and customer value
Research accounts, identify key players, generate interest and develop accounts
Manage the full sales cycle from initial contact to close
Engage technical audiences, stakeholders and decision-makers while articulating GitLab’s value proposition
Apply MEDPICC and Command of the Message to opportunities
Collaborate with Sales Development, Solution Architecture and Digital Marketing
Analyze wins and losses and communicate lessons learned
Provide product feedback and document improvements in the sales handbook
Maintain foundational knowledge of technologies related to GitLab’s market
Acquire industry-standard certifications
Achieve monthly and quarterly new-logo and booked-ARR targets

Requirements:

A self-starter with a proven track record of resilience, motivation and results
Demonstrated track record of outbound sales activity, securing calls, meeting and winning business, with a creative ability to break into new accounts and build business cases
Effective communicator, strong interpersonal skills
Excellent discovery, negotiation, presentation and closing skills
Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in information technology
Understanding of B2B software, Open Source software, and the developer product space preferred
Experience with Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
Basic understanding of application lifecycle management and related technologies
Willingness to learn GitLab and Git
Proficiency in another language, such as French, German, Spanish, or Dutch
Ability to travel if needed and comply with the company travel policy