At a glance
- Workplace
- Remote
- Location
- Remote · Netherlands
About the role
- The SMB New Business Account Executive role focuses exclusively on acquiring new customers and generating new logos by executing on an inbound/outbound sales playbook.
- You will own a territory and book of prospect accounts, leveraging data and developing a deep understanding of the product and market to drive long-term growth.
Responsibilities
- Drive selling into free users and base prospects within the SMB segment by articulating the value of GitLab.
- Build, co-create and consistently iterate on the outbound / new logo playbook and strategy to win new customers.
- Introduce and execute against new creative prospecting and campaign ideas.
- Take ownership of and act as the CEO for the book of business in your territory.
- Document the buying criteria & process, next steps & owners.
- Develop and execute comprehensive prospecting strategies to build and maintain a healthy pipeline of new business opportunities.
- Work and collaborate with our Partner ecosystem to drive new business and value for our customers.
- Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts.
- Manage the full sales cycle from initial contact to close by involving technical audience, multiple stakeholders and decision-makers.
- Master MEDPICC and Command of the Message on all opportunities.
Requirements
- You share our values, and work in accordance with those values.
- A self-starter with a proven track record of resilience, motivation and results.
- Demonstrated track record of outbound sales activity, securing calls, meeting and winning business, with a creative ability to break into new accounts and build business cases.
- Effective communicator, strong interpersonal skills.
- Excellent discovery skills, ability to uncover and address customer pain points, negotiation, presentation and closing skills.
- Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in the field of information technology.
- Experience with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
- Basic understanding of application lifecycle management including the technology commonly used in application lifecycle management.
- Be ready to learn how to use GitLab and Git.
- Proficiency in another language ie. French, German, Spanish, Dutch.
Preferred qualifications
- An understanding of B2B software, Open Source software, and the developer product space is preferred
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
Skills
- Salesforce
- Clari
- Outreach
- ZoomInfo
- Cognism
- LinkedIn Sales Navigator
- Gong
- 6sense
- GitLab
- Git
