Account Director growing strategic SaaS cybersecurity accounts across North America at Trustonic. Managing enterprise relationships, renewals, upsells, negotiations, and new business across wireless and connected - device markets.
About the role
- SMB New Business Account Executive acquiring customers for GitLab’s AI-powered DevSecOps platform. Managing prospecting, consultative sales, full-cycle closing, and revenue targets.
Responsibilities
- Acquire new GitLab customers through inbound and outbound sales
- Build and maintain a pipeline by engaging inbound leads, identifying prospect signals, and reaching out to free users and SMB prospects
- Develop, test, and improve outbound and new-customer acquisition playbooks, prospecting approaches, and campaigns
- Own a territory and prospect accounts using data and industry research to identify stakeholders, understand needs, and document buying criteria and decision processes
- Manage the full sales cycle from initial contact to close
- Engage technical audiences and decision-makers, build business cases, and use MEDPICC and Command of the Message sales frameworks
- Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing to win new business
- 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 technology knowledge and acquire industry-standard certifications
Requirements
- Experience in information technology through sales, technical consulting, customer success, marketing, or customer service
- Demonstrated record of outbound prospecting, securing meetings, winning business, and building business cases for new accounts
- Strong communication and relationship-building skills, including discovery, identifying customer pain points, presenting solutions, negotiating, and closing
- Experience taking ownership of prospecting, following up through setbacks, and delivering results while working in accordance with GitLab's values
- Experience with Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- Basic understanding of application lifecycle management and related technologies
- Willingness to learn GitLab and Git
- Commitment to improving skills and contributing to team learning through training, reading, and mentorship
- Ability to travel when needed and comply with GitLab's travel policy
- Preferred: understanding of business-to-business software, open source software, and the developer product space
Benefits
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
- Incentive pay targeted at up to 100% of the offered base salary
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