Account Executive- Mid Market

Account Executive Mid-Market- New York Metro, Philadelphia, Connecticut
Mid-market Account Executives are the primary point of contact between prospective and existing customers of GitLab within a space defined as mid-market, which currently works with companies that employ between 100 to 1,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes. Mid-Market AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.
Responsibilities

 
Account Executive, Mid-market (AE) will report to an Area Sales Manager
 
Support GitLab for our Mid Market prospects.
 
Contribute to root cause analyses 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
 
Be the voice of the customer by contributing product ideas to our public issue tracker

Requirements

 
A true desire to see customers benefit from the investment they make with you
 
Demonstrated progressive experience with Software sales
 
Interest in GitLab, and open source software
 
Ability to leverage established relationships and proven sales techniques for success
 
Effective communicator, 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 travel if needed and comply with the company’s travel policy

Career Ladder
The next step in the Account Executive - Mid Market job family is to move to the Strategic Account Leader job family or the Sales Management Job Family
Hiring Process
Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.
Selected candidates will be invited to the following

 
A phone or video conference screen with the recruiter. This takes 30 minutes and helps our recruiting team align your interests and qualifications with the right opening on the sales team.
 
A video conversation with the hiring manager. This takes 30 minutes and helps the sales manager understand what you want to do next in your career and how that might intersect with GitLab and the Commercial sales team.
 
A video conversation reviewing your professional experience chronologically. This takes from 45 min to an hour and allows your hiring manager to understand the similarities and differences of past roles you’ve had to the role we are considering for you.
 
A video conversation with a potential colleague. This takes 45 minutes and helps us understand your sales experience, style, and skills.
 
A mock GitLab customer call. The mock call itself is limited to 15 minutes. You are give a few minutes to ask any final questions before going into the mock call. After the mock call we use the remainder of the half hour to understand feedback, how it felt to sell GitLab, and ask any questions we have remaining about your candidacy.

Additional details about our process can be found on our hiring page.
About GitLab
GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.
We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.
Top 10 Reasons to Work for GitLab:

 
Mission: Everyone can contribute
 
Results: Fast growth, ambitious vision
 
Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
 
Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
 
Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
 
Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
 
Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
 
Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
 
Work/Life Harmony: Flexible workday, Family and Friends days
 
Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!
Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.
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