SMB New Business Account Executive
New
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GitLabDevSecOps software
Location: Remote, Canada; Remote, United States. This role is 100% remote and will be based in the US and Canada.Full-Time
SalaryUnited States Salary Range $61,920 — $66,000 USD. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
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Job Details
- Required Skills
- Salesforce
Requirements
- Have experience in information technology through sales, technical consulting, customer success, marketing, or customer service.
- Demonstrate a record of outbound prospecting, securing meetings, winning business, and building business cases for new accounts.
- Bring communication and relationship-building skills, including discovery, identifying customer pain points, presenting solutions, negotiating, and closing.
- Have experience owning prospecting, following up through setbacks, and delivering results.
- Have experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
- Have a basic understanding of application lifecycle management and related technologies, and willingness to learn GitLab and Git.
- Be committed to improving skills and contributing to team learning through training, reading, and mentorship.
- Be able to travel when needed and comply with GitLab's travel policy.
- Preferred: understand business-to-business software, open source software, and the developer product space.
Responsibilities
- Build and maintain a pipeline of new business opportunities from inbound leads, prospect signals, free users, and other SMB prospects.
- Develop, test, and improve outbound and new-customer acquisition playbooks, prospecting approaches, and campaigns.
- Use data and industry research to identify stakeholders, understand business needs, and document buying criteria, decision processes, next steps, and owners.
- Manage the full sales cycle from initial contact to close, engaging technical audiences and decision-makers and building business cases.
- Use MEDPICC to qualify opportunities and Command of the Message to communicate value.
- Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing on account strategies.
- Achieve monthly and quarterly targets for new customer count and booked annual recurring revenue.
- Analyze wins and losses, share lessons and prospect feedback, contribute product ideas to the public issue tracker, and document improvements in the sales handbook.
- Build product, market, and related technology knowledge and acquire industry-standard certifications.
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