Enterprise Account Executive - DACH

📋 Description

• Report to an Area Sales Manager and own a broad book of Enterprise business, from new prospects to growing existing accounts.
• Manage full sales cycle for Enterprise prospects, from discovery and solution alignment through negotiation and close.
• Support GitLab for Enterprise prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
• Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

🎯 Requirements

• Proven success in software sales in enterprise markets.
• Guide customers through full buying journey and criteria.
• Strong communication with BD, marketing, tech teams, and sales mgmt.
• Document and maintain accurate pipeline data and account plans.
• Conduct win/loss analyses and share insights to improve processes.
• Negotiate and lead commercial discussions to close deals.
• Interest in GitLab, open source, Git, and dev tools.
• Align with GitLab values and willing to travel per policy.
• Fluent German language skills (required).

🎁 Benefits

• Benefits to support 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.
• Home office support.