SMB Account Executive DACH

SMB EMEA Account Executive DACH

The GitLab DevSecOps platform empowers 100,000+ organisations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.

The SMB Segment at GitLab 

The SMB Segment at GitLab primarily focuses on commercial companies who have between 1 and 100 employees. The companies of focus will have a HeadQuarters located in the EMEA region with the potential for a globally dispersed workforce. 

The typical type of companies we engage with are fast growing startup companies, those with a heavy focus on the delivery of their product using Agile methodologies and those looking to build a product to become a market-marker in their chosen industry. 

The customers in the SMB segment demand GitLab AEs are engaged in supporting their adoption of GitLab the platform in order to reach their growth potential. 

The SMB Account Executive Role 

The SMB AE job family covers both a new business and growth business approach. We refer to new business as ‘First Order’ and growth business as either ‘Pooled, Expand, Named or Territory’ depending on the region you are potentially working within. 

As a GitLab AE you will be part of a sales team that is lead by an Areas Sales Manager for a specific region and within this team, it will be your responsibility to collaborate with your team members to drive the growth and success of GitLab here in EMEA. 

SMB AE on the job responsibilities

It is the primary responsibility of a GitLab AE to 

1. Actively live and contribute to the GitLab company values 
2. Actively participate in the direct team and the wider SMB Segment team meetings
3. Actively participate in sales skills development calls. We call this Project35
4. Prepare for and conduct a 1:1 meeting with your ASM on a weekly basis 
5. Prepare for and conduct a sales forecast meeting with your ASM on a weekly basis 
6. Self learning to develop your knowledge on the DevSecOps industry
7. Continually develop your sales territory to maintain accuracy of knowledge in relation to your account base
8. Utilise the GitLab defined R7 process in order to attain sales excellence 
9. Exercise Executive communication & presentation skills to both GitLab customers, prospects, partners and internal team members 
10. Engage with your wider business partners to achieve collaborative stakeholder management 
11. Conduct sales calls engaging with varying personas in the account base in your territory 
12. Conduct sales meetings to understand the customers IT environment, Utilisation of Cloud, Software Tool Chain along with their use today and future use of GitLab . We refer to these as (ii) meetings 
13. Conduct sales related activities with GitLab channel partners to collaborate on specific sales related and territory growth activities
14. To increase your working knowledge of the customers utilisation of GitLab
15. To increase your working knowledge of your customers DevSecOps Tool chain and their approach to building a Software Development LifeCycle 

SMB AE tooling utilised 

In order to execute in the role as a GitLab AE you will be required to ustilise the following tooling. Experience with these tools preferred but not a necessity. Training will be provided as required. 

1. Salesforce.com CRM system for account management activities 
2. Chorus for call recording and call coaching 
3. Zoura Billing for quote creation 
4. Outreach for Sales related customer engagement  
5. Google Suite for communication and documentation 
6. Slack for internal communication and collaboration

Desired SMB AE candidate requirements 

GitLab encourages any potential candidate who feels they have the natural ability and relevant experience to apply for a role with ourselves. In order to succeed in this role the following is desired to not only successfully represent themselves through the interview process, but successfully progress within the role itself. 

1. Excellent spoken and written English and European languages for regional roles
2. Closing sales experience preferred 
3. Can demonstrate they have come from a structured learning environment with formal sales training in the basics of managing a company and sales cycle 
4. More than one previous sales related job - this can be one or more roles within the same company or across multiple companies 
5. Ability to collaborate with colleagues on company growth initiatives 
6. Ability to learn about the DevSecOps industry 
7. Ability to demonstrate past performance activities 
8. Ability to work in a safe working environment 
9. Access to your own remote office space. This can be within your dwelling or at a location of your choice. Co-working is encouraged. 
10. Ability to be a manager of one 

Career Ladder

The next step in the SMB Account Executive job family can be to move to the Mid Market Account Executive job family or the Sales Management Job Family.

Hiring Process

Avoid the confidence gap; you do not have to match all the listed requirements exactly to apply. Our hiring process is described in more detail in our hiring handbook.

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

• Selected candidates will be invited to the following:
1. A phone or video conference screen with the recruiter. This takes 30 minutes and helps our recruiting team align your interests and qualifications with the right opening on the sales team.
2. A video conversation with the hiring manager. This takes 30 minutes and helps the sales manager understand what you want to do next in your career and how that might intersect with GitLab and the Commercial sales team.
3. A mock GitLab customer call. The mock call itself is limited to 15 minutes. You are given a few minutes to ask any final questions before going into the mock call. After the mock call, we use the remainder of the half hour to understand feedback, how it felt to sell GitLab, and ask any questions we have remaining about your candidacy.
4. A video conversation reviewing your professional experience chronologically. This takes from 50 min to an hour and allows your hiring manager to understand the similarities and differences of past roles you’ve had to the role we are considering for you
5. Three references are required in order to establish previous experience that is relevant to the position you are applying for. This can be done over email and should include a minimum of one former manager and one former colleague. 

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