Major Account Executive (Paris based, France)

GitLab; United States; Remote; EUR 70,000 - 110,000; Full time

Job summary

GitLab, an innovative open core software company, is seeking three Major Account Executives in Paris. In this role, you will drive customer engagement and expand partnerships while leveraging top-tier solution selling skills. Join us to help shape the future of software development and contribute to our mission of open collaboration.

Qualifications

• Strong hunting and expansion experience across top customers.
• Proven track record of selling multi-million dollar deals.
• Comfortable engaging with C-Level executives.

Responsibilities

• Identify and engage with key decision-makers for new partnerships.
• Manage the sales process with the appropriate resources.
• Develop tailored account plans aligned with customer needs.

Skills

Communication

Presentation Skills

Solution Selling

Customer Relationship Management

Tools

Git

Software Development Tools

Application Lifecycle Management

Job description

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. Learn more about Life at GitLab.

Thanks to products like Duo Enterprise and Duo Workflow, customers benefit from 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.

We are hiring 3 Major Account Executives in Paris!

Responsibilities

• Identify, prospect, and engage with key decision-makers to secure new partnerships and revenue growth.
• 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.
• Leverage solution selling expertise to respond efficiently to customer needs and identify business potential to build long-term strategic partnerships.
• Understand customer performance metrics and develop plans aligned with their business strategies and goals.
• Expand knowledge of industry and the company's competitive posture.
• Contribute to root cause analysis on wins/losses and communicate lessons learned to the team.
• Provide account leadership in pre- and post-sales processes.
• Conduct sales activities including prospecting and developing opportunities in major accounts.
• Ensure successful rollout and adoption of GitLab products through strong account management activities and coordination with sales engineering and support resources.
• Use a consultative approach to discuss business issues, develop formal quotes, proposals, or presentations based on customer needs.
• Develop account plans tailored to customer business needs.

Requirements

• Based in Paris with ability to meet with customers regularly.
• Strong hunting and expansion experience across top customers in France.
• Proven track record selling multi-million dollar deals into complex organizations.
• Consistent results and overachievement of quota.
• Excellent communication and presentation skills, comfortable with C-Level executives.
• Experience with solutions selling and positioning value based on customer needs.
• Deep understanding of Git, Software Development Tools, Application Lifecycle Management.
• Share our values and work accordingly.
• Ability to use GitLab and travel as needed, complying with company policies.

Hiring Process

1. Initial Screen: Recruiter interview focusing on results and collaboration.
2. Initial Interview: Hiring manager interview focusing on results, account planning, customer communication, growth mindset, process discipline, and iteration.
3. Mock Presentation: Panel interview assessing consultative approach, DevOps leadership, trust-building, customer understanding, and efficiency.
4. Final Interview: Senior leadership interview focusing on resource orchestration, collaboration, growth mindset, customer acumen, vision leadership, transparency, and diversity.

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GitLab is proud to be an equal opportunity employer. We base employment decisions on merit, regardless of race, color, religion, sex, national origin, age, disability, or other protected characteristics. We do not tolerate discrimination or harassment. For accommodations, contact us during recruiting.