Director of Regional Sales (Strategic Accounts) - Paris based

GitLab; France; À distance; EUR 40 000 - 60 000; Plein temps

Résumé du poste

An established industry player is seeking an Area Sales Manager to lead a dynamic team in Paris. This role is pivotal for driving sales strategies and achieving growth targets within the open source software market. You will be responsible for developing high-performing teams, fostering client relationships, and implementing innovative sales solutions. Join a forward-thinking company that values collaboration and creativity, and be part of a mission that empowers everyone to contribute to the software that shapes our world. If you are passionate about sales leadership and have a proven track record, this opportunity is perfect for you.

Qualifications

• Proven track record in field sales and leadership in software or open source.
• Strong experience with solution selling and developing sales strategies.

Responsabilités

• Lead a sales team to exceed revenue targets and develop client relationships.
• Drive a solution-selling approach and manage a team of Strategic Account Executives.

Connaissances

Field Sales Experience

Leadership

Solution Selling

Relationship Building

Negotiation Skills

Presentation Skills

CRM Systems

Market Analysis

Team Management

Sales Strategy Development

Formation

Bachelor's Degree

Master's Degree

Outils

Salesforce

Clari

Marketo

Description du poste

Area Sales Manager (Strategic Accounts) - Paris based

Remote, France

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values.

Thanks to products like Duo Enterprise and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organization.

The Area Sales Manager reports to the Area Vice President of Southern Europe

The Area Sales Manager (ASM) role is vital in all of our territory selling markets. As the ASM, you will lead a dynamic sales team and help GitLab surpass our growth goals. Reporting to the AVP of Southern Europe, you will be responsible for hiring, developing, and leading a high-performing team of Strategic Account Executives to meet and exceed sales goals. The right candidate is truly passionate about overseeing a sales team that manages territories with a mix of velocity accounts and large opportunities within open source software and has a proven track record to talk about! This is an exciting opportunity to unequivocally influence GitLab’s overall success and growth.

Responsibilities

• Leads and executes best-in-class sales strategies that exceed revenue and growth targets for the team. Ensures the sales team consistently delivers high performance, setting the standard for excellence across the organization.
• Develops and executes strategies focused on expanding the client base within the territory.
• Maintains close contact with assigned accounts by establishing strong relationships with key decision makers. Develops and maintains a strong executive call plan and relationship with the CXO’s & Program level leaders for the account set.
• Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities.
• Drives the transformation to a solution-selling approach. Focuses on growing our top-tier client base and positioning our offerings as transformational solutions. Cultivates a mindset that goes beyond product selling to consultative, long-term client partnerships.
• Prioritizes customer adoption and consumption. Works directly with customers to ensure that they derive maximum value from our solutions. Supports the team in fostering long-term relationships and driving customer success.
• Leads efforts to explore and execute verticalization as a model for scaling. Provides strong strategic direction for the development of vertical sales teams and specialized market approaches.
• Prepares forecasts, territory/industry management, and growth plans.
• Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing.
• Establishes and reports on metrics to measure team performance; correct deficiencies where necessary.
• Ensures that the sales plan is aligned with and supports the corporate revenue goal.
• Invests time weekly to build and engage a pipeline of top talent for potential future hires.
• Manages a team of 5-10 Strategic Account Executives; fosters a successful and positive team environment.
• Hires, coaches, and develops top talent into the team.
• Drives a high performing sales organization.
• Leads by example whilst being a role model for the team.
• Empowers individuals to grow their own business.
• Demonstrated progressive experience in field sales, operations, and leadership in open source software or software DevOps environment.
• Experience selling to Fortune 500; willingness to “roll up your sleeves” and sell.
• Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
• Strong solution selling experience and experience elevating the team to be solution sellers.
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.).
• Experience utilizing CRM systems and marketing automation systems (such as Salesforce, Clari, Marketo, etc.).
• Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload.
• Strong relationship building and negotiation skills.
• Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others.
• You share our values and work in accordance with those values.

Ability to travel if needed.

Hiring Process

Applicants for this position can expect the hiring process to follow the order below. Please keep in mind that applicants can be declined from the position at any stage of the process.

• Selected candidates will be invited to schedule a 30min screening call with one of our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with the Hiring Manager.
• Next, candidates will be invited to a panel interview.
• Final Interview will be with a Sales leader.

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.

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