Senior Major Account Executive Remote, US GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform (https://about.gitlab.com/solutions/devops-platform) , used by more than 100,000 organizations. Our mission (https://about.gitlab.com/company/mission) is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations (https://about.gitlab.com/handbook/using-gitlab-at-gitlab) on our product and staying aligned with our values (https://about.gitlab.com/handbook/values) . Learn more about Life at GitLab (https://vimeo.com/gitlab/gettoknowgitlab) . **An overview of this role** You will act as a primary point of contact and the face of GitLab for our prospects and customers. **What you’ll do** + Manage and support GitLab’s major account/(s) + Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel. + Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build a strategic, long-term partnership with your customers. + Has a deep understanding of the customer, including an understanding of their performance metrics and develops plans in anticipation of the customer’s business strategies and goals. + Expand knowledge of industry as well as the competitive posture of the company + Contribute to root cause analysis on wins/losses. + Communicate lessons learned to the team, including account managers, the marketing team, and the technical team + Provide account leadership and direction in the pre- and post-sales process + Conduct sales activities including prospecting and developing opportunities in major 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 + Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs. + Develop an account plan to sell to customers based on their business needs. **What you’ll bring** + Experience selling into highly complex organizations + Demonstrated consistent results and overachievement of quota + Deep understanding of their customer’s business including specific trends impacting their sector + Expert in solution selling + Demonstrated ability to collaborate successfully with cross functional teams + Experience mentoring and coaching others + Excellent communication and presentation skills; comfortable presenting to C-Level executives. + Experience with solutions selling and positioning value to customers based on their needs. + Deep understanding of with Git, Software Development Tools, Application Lifecycle Management + You share our values (https://handbook.gitlab.com/handbook/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 **About the team** The Enterprise Sales department is part of GitLab Sales (https://about.gitlab.com/handbook/sales/#welcome-to-the-sales-team-homepage) and includes both Large and Public Sector sales teams. The sales field in Enterprise is made up of Major and Strategic Account Executives (MAEs and SAEs) (https://handbook.gitlab.com/job-families/sales/enterprise-account-executive/) who collaborate closely with their deal team (https://about.gitlab.com/handbook/sales/#customer-success) (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 (https://about.gitlab.com/job-families) , the field competencies (https://about.gitlab.com/handbook/sales/training/field-functional-competencies/) , and our GitLab values (https://about.gitlab.com/handbook/values/) . Enterprise Sales Handbook (https://about.gitlab.com/handbook/sales/playbook/) **How GitLab will support you** + Benefits to support your health, finances, and well-being (https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) + All remote (https://about.gitlab.com/company/culture/all-remote/guide/) , asynchronous (https://about.gitlab.com/company/culture/all-remote/asynchronous/) work environment + Flexible Paid Time Off (https://about.gitlab.com/handbook/paid-time-off/) + Team Member Resource Groups + Equity Compensation & Employee Stock Purchase Plan (https://about.gitlab.com/handbook/stock-options/) + Growth and development budget (https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#growth-and-development-benefit) + Parental leave (https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave) + Home office (https://about.gitlab.com/handbook/finance/procurement/office-equipment-supplies/) support Remote-Global _The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our_ _benefits (https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/)_ _and_ _equity (https://about.gitlab.com/handbook/stock-options/)_ _. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary._ California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range $108,800-$192,000USD **Country Hiring Guidelines:** GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. **Privacy Policy:** Please review our Recruitment Privacy Policy. (https://handbook.gitlab.com/handbook/hiring/candidate-faq/recruitment-privacy-policy/) Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy (https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and EEO is the Law (https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices) . If you have a disability or special need that requires accommodation (https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation) , please let us know during the recruiting process (https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process) .