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GitLab // open source Git repository manager
Sales, Full Time    Remote, New York City    Posted: Wednesday, April 28, 2021
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NYC Tri-State Area

GitLab 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 & lead by example. We have one vision: everyone can contribute to all digital content, & 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 & belonging, boring solutions, & quirkiness. If these values match your personality, work ethic, & personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, & what makes us truly unique.

We are currently looking for a Strategic Account Leader (Bay Area) to join our team!


  1. Strategic Account Leader will report to an Area Sales Manager or Regional Director.
  2. Act as a primary point of contact & the face of GitLab for our strategic & large prospects.
  3. Contribute to root cause analysis on wins/losses.
    • Communicate lessons learned to the team, including account managers, the marketing team, & the technical team.
  4. Take ownership of your book of business
    • document the buying criteria
    • document the buying process
    • document next steps & owners
    • ensure pipeline accuracy based on evidence & not hope
  5. Contribute to documenting improvements in our sales handbook.
  6. Provide account leadership & direction in the pre- & post-sales process
  7. Conduct sales activities including prospecting & developing opportunities in large/strategic accounts
  8. Ensure the successful rollout & adoption of GitLab products through strong account management activities & coordination with pre-and-post sales engineering & 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 & close large opportunities
  11. Generate qualified leads & 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 & forecast reports as requested
  14. Update & maintain Sales database as appropriate
  15. Assist sales management in conveying customer needs to product managers, & technical support staff
  16. Utilize a consultative approach, discuss business issues with prospect & develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
  17. Respond to RFP's & follow up with prospects.
  18. Develop an account plan to sell to customers based on their business needs.
  19. Build & strengthen the business relationship with current accounts & 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 & 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, & open source software
  7. Ability to leverage established relationships & proven sales techniques for success
  8. Effective communicator (written/verbal), strong interpersonal skills
  9. Motivated, driven & results oriented
  10. Excellent negotiation, presentation & closing skills
  11. Preferred experience with Git, Software Development Tools, Application Lifecycle Management
  12. You share our values, & work in accordance with those values.
  13. Ability to use GitLab

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

Top 10 reasons to work for GitLab:

  1. Work with helpful, kind, motivated, & talented people.
  2. Work remote so you have no commute & are free to travel & move.
  3. Have flexible work hours so you are there for other people & free to plan the day how you like.
  4. Everyone works remote, but you don't feel remote. We don't have a head office, so you're not in a satellite office.
  5. Work on open source software so you can interact with a large community & can show your work.
  6. Work on a product you use every day: we drink our own wine.
  7. Work on a product used by lots of people that care about what you do.
  8. As a company we contribute more than we take, most of our work is released as the open source GitLab CE.
  9. Focused on results, not on long hours, so that you can have a life & don't burn out.
  10. Open internal processes: know what you're getting in to & be assured we're thoughtful & effective.

See our culture page for more!

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