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Strategic Enterprise Account Executive, Australia - remote role (Must be a PR or Citizen and based in Sydney or Melbourne) The Enterprise Sales department is part of GitLab Sales. The sales field in Enterprise is made up of Major and Strategic Account Executives (MAEs and SAEs) who collaborate closely with their deal team (Inside Sales, Customer Success, Sales Development, Channel & Alliances and more) and work across functions to deliver maximum value to strategic and large prospects and customers throughout their entire journey with GitLab. When thinking about 'what good looks like' in this department, refer to your job family, the field competencies, and our GitLab values.
Responsibilities Strategic Enterprise Account Executive will report to a Regional Director. Supports GitLab's strategic large prospects and customers in our South Territory and North Territory; candidates will only be considered in Melbourne or Sydney due to the need of being in front of customers. Contribute to root cause analysis on wins/losses. Communicate lessons learned to the team, including account managers, the marketing team, and the technical team. Take ownership of your book of business: Document the buying criteria Document the buying process Document next steps and owners Ensure pipeline accuracy based on evidence and not hope Contribute to documenting improvements in our sales handbook. Provide account leadership and direction in the pre- and post-sales process. Conduct sales activities including prospecting and developing opportunities in large/strategic accounts. Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources. Be the voice of the customer by contributing product ideas to our public issue tracker. Travel as necessary to accounts in order to develop relationships and close large opportunities. Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota. Expand knowledge of industry as well as the competitive posture of the company. Prepare activity and forecast reports as requested. Update and maintain Sales' database as appropriate. Assist sales management in conveying customer needs to product managers, and technical support staff. Utilize a consultative approach, discuss business issues with prospects, and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs. Respond to RFP's and follow up with prospects. Develop an account plan to sell to customers based on their business needs. Build and strengthen the business relationship with current accounts and new prospects. Recommend marketing strategies. Requirements A true desire to see customers benefit from the investment they make with you. Able to provide a high degree of major account management and control. Work under minimal supervision on complex projects. Proven success with B2B software sales. Experience selling into large organizations. Interest in GitLab and open source software. Ability to leverage established relationships and proven sales techniques for success. Effective communicator (written/verbal), strong interpersonal skills. Motivated, driven, and results-oriented. Excellent negotiation, presentation, and closing skills. Preferred experience with Git, Software Development Tools, Application Lifecycle Management. You share our values and work in accordance with those values. Ability to use GitLab. Ability to travel if needed and comply with the company's travel policy. The confidence gap exists. The above list is intended to show the kinds of experience and qualities we're looking for. If you're reading this, do not match all of the requirements, and are hesitant to apply, we encourage you to make an application despite your hesitations.
Performance Indicators As with all roles in the Sales Department, the Strategic Enterprise Account Executive participates in the Sales KPIs.
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