<div class="content-intro"><p>The GitLab&nbsp;<a class="c-link" href="https://about.gitlab.com/solutions/devops-platform/" target="_blank" data-stringify-link="https://about.gitlab.com/solutions/devops-platform/" data-sk="tooltip_parent" data-remove-tab-index="true">DevSecOps platform</a>&nbsp;empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the&nbsp;<a class="c-link" href="https://about.gitlab.com/company/culture/all-remote/guide/" target="_blank" data-stringify-link="https://about.gitlab.com/company/culture/all-remote/guide/" data-sk="tooltip_parent" data-remove-tab-index="true">world’s largest all-remote companies</a>&nbsp;with 2,000+ team members and&nbsp;<a class="c-link" href="https://handbook.gitlab.com/handbook/values/" target="_blank" data-stringify-link="https://about.gitlab.com/handbook/values/" data-sk="tooltip_parent" data-remove-tab-index="true">values</a>&nbsp;that foster a culture where people embrace the belief that everyone can contribute. Learn more about&nbsp;<a class="c-link" href="https://vimeo.com/778157354" target="_blank" data-stringify-link="https://vimeo.com/778157354" data-sk="tooltip_parent" data-remove-tab-index="true">Life at GitLab</a>.</p></div><p>The Major Account Executive reports to a Regional Director&nbsp;</p>
<h2>Responsibilities</h2>
<ol>
<li>Manage and support Gitlab’s major account/(s) within the telecommunications (telco) sector</li>
<li>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.</li>
<li>Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to to build a strategic, long-term partnership with your customers.</li>
<li>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.</li>
<li>Expand knowledge of industry as well as the competitive posture of the company</li>
<li>Contribute to root cause analysis on wins/losses.</li>
<li>Communicate lessons learned to the team, including account managers, the marketing team, and the technical team</li>
<li>Provide account leadership and direction in the pre- and post-sales process</li>
<li>Conduct sales activities including prospecting and developing opportunities in major accounts</li>
<li>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</li>
<li>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.</li>
<li>Develop an account plan to sell to customers based on their business needs.</li>
</ol>
<h2>Requirements</h2>
<ol>
<li>Strong experience and a proven track record selling into highly complex organisations specifically in the telecommunications (telco) segment and industry</li>
<li>Demonstrated consistent results and overachievement of quota</li>
<li>Excellent communication and presentation skills; comfortable presenting to C-Level executives.</li>
<li>Experience with solutions selling and positioning value to customers based on their needs.</li>
<li>Deep understanding of with Git, Software Development Tools, Application Lifecycle Management</li>
<li>You share our&nbsp;<a href="https://handbook.gitlab.com/handbook/values/">values</a>, and work in accordance with those values.</li>
<li>Ability to use GitLab</li>
<li>Ability to travel if needed and comply with the company’s travel policy</li>
</ol>
<h2>Hiring Process</h2>
<ul>
<li>
<h4 id="1-initial-screen---recruiter">1. Initial Screen - Recruiter</h4>
<ul>
<li>Candidates are invited to schedule an interview with the Recruiter.</li>
<li>Areas of focus (as defined in GitLab Handbook):
<ul>
<li>Results</li>
<li>Collaboration</li>
</ul>
</li>
</ul>
<h4 id="2-initial-interview---hiring-manager">2. Initial Interview - Hiring Manager</h4>
<ul>
<li>Candidates are invited to schedule an interview with the Hiring Manager.</li>
<li>Areas of focus (as defined in GitLab Handbook):
<ul>
<li>Results</li>
<li>Operational Excellence - Account Planning &amp; Management</li>
<li>Customer Focus - Effective Communication</li>
<li>Operational Excellence - Growth Mindset</li>
<li>Operational Excellence - Process Discipline</li>
<li>Iteration</li>
</ul>
</li>
</ul>
<h4 id="3-mock-presentation---panel">3. Mock Presentation - Panel</h4>
<ul>
<li>Candidates are invited to schedule a presentation with 3 interviewers from the team.</li>
<li>Areas of focus (as defined in GitLab Handbook):
<ul>
<li>Solutions Focus - Consultative approach</li>
<li>Solutions Focus - DevOps &amp; Technical Leadership</li>
<li>Solutions Focus - Building Trust</li>
<li>Customer Focus - Facilitating</li>
<li>Customer Focus - Understanding Customer’s Needs</li>
<li>Efficiency</li>
</ul>
</li>
</ul>
<h4 id="4-final-interview---senior-leadership">4. Final Interview - Senior Leadership</h4>
<ul>
<li>Candidates are invited to schedule an interview with senior leadership.</li>
<li>Areas of focus (as defined in GitLab Handbook):
<ul>
<li>Operational Excellence - Resource Orchestration</li>
<li>Collaboration</li>
<li>Operational Excellence - Growth Mindset</li>
<li>Customer Focus - Customer Business Acumen</li>
<li>Solutions Focus - Leading with Vision</li>
<li>Transparency</li>
<li>Diversity inclusion and belonging</li>
</ul>
</li>
</ul>
</li>
</ul><div class="content-conclusion"><hr>
<p><strong>Country Hiring Guidelines: </strong>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.&nbsp;&nbsp;</p>
<p><strong>Privacy Policy: </strong>Please review our <a href="https://about.gitlab.com/handbook/hiring/candidate/faq/recruitment-privacy-policy/" target="_blank">Recruitment Privacy Policy.</a> Your privacy is important to us.</p>
<p>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&nbsp;<a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy" target="_blank">GitLab’s EEO Policy</a>&nbsp;and&nbsp;<a href="https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices" target="_blank">EEO is the Law</a>. If you have a disability or special need that requires&nbsp;<a href="https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation" target="_blank">accommodation</a>, please let us know during the&nbsp;<a href="https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process" target="_blank">recruiting process</a>.</p></div>

The GitLab [DevSecOps platform](https://about.gitlab.com/solutions/devops-
platform/) empowers 100,000+ organizations to deliver software faster and more
efficiently. We are one of the [world’s largest all-remote
companies](https://about.gitlab.com/company/culture/all-remote/guide/) with
2,000+ team members and [values](https://handbook.gitlab.com/handbook/values/)
that foster a culture where people embrace the belief that everyone can
contribute. Learn more about [Life at GitLab](https://vimeo.com/778157354).

The Major Account Executive reports to a Regional Director

## Responsibilities

  1. Manage and support Gitlab’s major account/(s) within the telecommunications (telco) sector
  2. 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.
  3. Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to to build a strategic, long-term partnership with your customers.
  4. 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.
  5. Expand knowledge of industry as well as the competitive posture of the company
  6. Contribute to root cause analysis on wins/losses.
  7. Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
  8. Provide account leadership and direction in the pre- and post-sales process
  9. Conduct sales activities including prospecting and developing opportunities in major accounts
  10. 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
  11. 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.
  12. Develop an account plan to sell to customers based on their business needs.

## Requirements

  1. Strong experience and a proven track record selling into highly complex organisations specifically in the telecommunications (telco) segment and industry
  2. Demonstrated consistent results and overachievement of quota
  3. Excellent communication and presentation skills; comfortable presenting to C-Level executives.
  4. Experience with solutions selling and positioning value to customers based on their needs.
  5. Deep understanding of with Git, Software Development Tools, Application Lifecycle Management
  6. You share our [values](https://handbook.gitlab.com/handbook/values/), and work in accordance with those values.
  7. Ability to use GitLab
  8. Ability to travel if needed and comply with the company’s travel policy

## Hiring Process

  * #### 1\. Initial Screen - Recruiter

    * Candidates are invited to schedule an interview with the Recruiter.
    * Areas of focus (as defined in GitLab Handbook): 
      * Results
      * Collaboration

#### 2\. Initial Interview - Hiring Manager

    * Candidates are invited to schedule an interview with the Hiring Manager.
    * Areas of focus (as defined in GitLab Handbook): 
      * Results
      * Operational Excellence - Account Planning & Management
      * Customer Focus - Effective Communication
      * Operational Excellence - Growth Mindset
      * Operational Excellence - Process Discipline
      * Iteration

#### 3\. Mock Presentation - Panel

    * Candidates are invited to schedule a presentation with 3 interviewers from the team.
    * Areas of focus (as defined in GitLab Handbook): 
      * Solutions Focus - Consultative approach
      * Solutions Focus - DevOps & Technical Leadership
      * Solutions Focus - Building Trust
      * Customer Focus - Facilitating
      * Customer Focus - Understanding Customer’s Needs
      * Efficiency

#### 4\. Final Interview - Senior Leadership

    * Candidates are invited to schedule an interview with senior leadership.
    * Areas of focus (as defined in GitLab Handbook): 
      * Operational Excellence - Resource Orchestration
      * Collaboration
      * Operational Excellence - Growth Mindset
      * Customer Focus - Customer Business Acumen
      * Solutions Focus - Leading with Vision
      * Transparency
      * Diversity inclusion and belonging

* * *

**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://about.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).

