SMB Account Executive (New Business)
New
G
GitLabDevSecOps software
Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United KingdomFull-Time
Salary not disclosed
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Job Details
- Languages
- Proficiency in another language ie. French, German, Spanish, Dutch
- Required Skills
- Salesforce
Requirements
- Demonstrated track record of outbound sales activity, securing calls, and winning business.
- Ability to break into new accounts and build business cases.
- Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in information technology.
- Strong discovery skills to uncover and address customer pain points.
- Negotiation, presentation, and closing skills.
- Experience with modern sales technology, including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
- Basic understanding of application lifecycle management and commonly used related technologies.
- Understanding of B2B software, open-source software, and the developer product space is preferred.
- Proficiency in another language, such as French, German, Spanish, or Dutch.
- Ability to travel if needed and comply with the company’s travel policy.
- Willingness to learn GitLab and Git.
Responsibilities
- Drive sales to free users and SMB prospects by articulating GitLab’s value and engaging inbound leads and prospects showing potential.
- Build, co-create, and iterate on the outbound and new-logo playbook and strategy.
- Develop and execute prospecting strategies to build and maintain a healthy pipeline of new business opportunities.
- Own the territory book of business by documenting buying criteria, processes, next steps, and owners.
- Research accounts, identify key players, generate interest, and develop accounts.
- Collaborate with the partner ecosystem to drive new business and customer value.
- Manage the full sales cycle from initial contact to close, engaging technical audiences, stakeholders, and decision-makers.
- Apply MEDPICC and Command of the Message across opportunities.
- Collaborate with Sales Development, Solution Architecture, and Digital Marketing on account strategies.
- Share win/loss learnings and prospect feedback with relevant teams and document improvements in the sales handbook.
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