Strategic Account Leader, Toronto

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.

1. Strategic Account Leader will report to an Area Sales Manager or Regional Director.
2. Act as a primary point of contact and the face of GitLab for our strategic and large prospects for the Greater Toronto Area.
3. Contribute to root cause analysis on wins/losses.
   • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
4. 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
5. Contribute to documenting improvements in our sales handbook.
6. Provide account leadership and direction in the pre- and post-sales process
7. Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
8. 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
9. Be the voice of the customer by contributing product ideas to our public issue tracker
10. Travel as necessary to accounts in order to develop relationships and close large opportunities
11. Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
12. Expand knowledge of industry as well as the competitive posture of the company
13. Prepare activity and forecast reports as requested
14. Update and maintain Sales’ database as appropriate
15. Assist sales management in conveying customer needs to product managers, and technical support staff
16. 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.
17. Respond to RFP's and follow up with prospects.
18. Develop an account plan to sell to customers based on their business needs.
19. Build and strengthen the business relationship with current accounts and new prospects.
20. Recommend marketing strategies.

1. A true desire to see customers benefit from the investment they make with you
2. Able to provide high degree of major account management and control
3. Work under minimal supervision on complex projects
4. Proven success with B2B software sales
5. Experience selling into large organizations
6. Interest in GitLab, and open source software
7. Ability to leverage established relationships and proven sales techniques for success
8. Effective communicator (written/verbal), strong interpersonal skills
9. Motivated, driven and results oriented
10. Excellent negotiation, presentation and closing skills
11. Preferred experience with Git, Software Development Tools, Application Lifecycle Management
12. You share our values, and work in accordance with those values.
13. Ability to use GitLab

Additional details about our process can be found on our hiring page.

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.