An overview of this role

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the U.S. Public Sector, Federal Systems Integrator (FSI) space and be located in the DC, Maryland, or Virginia geographic areas. 

What you'll do

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
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 prospects 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

What you'll bring

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