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Tech Stack
Tools & technologiesOpen Source
About the role
Key responsibilities & impact- Report to an Area Sales Manager and own a broad book of mid-market business, from new prospects to growing existing accounts.
- Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
- Support GitLab 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
What you’ll need- Proven success in software sales, ideally in a Commercial sales context, managing a varied book of business.
- Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
- Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
- Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
- Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
- Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
- Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
- Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.
- Fluency in Swedish or Danish
Benefits
Comp & perks- 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
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
software salesnegotiationwin/loss analysisroot cause analysispipeline managementaccount planningpresentingcustomer engagementsolution alignmentDevSecOps
Soft Skills
effective communicationinterpersonal skillscollaborationleadershipanalytical thinkingproblem-solvingcustomer advocacyprocess improvementadaptabilityteam performance enhancement