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.
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GitLab is an open-core software company that develops the most comprehensive DevSecOps Platform used by more than 100,000 organizations. Our mission makes it clear that we believe in a world where everyone can contribute. We make that possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
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 Area Vice President, you will be responsible for hiring, developing, and leading a high-performing team of Account Executives to meet and exceed sales goals. The right candidate is truly passionate about open-source software and has a proven track record to talk about! This is an exciting opportunity to influence GitLab’s overall success and growth unequivocally.
Area Sales Manager Responsibilities
- Works closely with the VP, Commercial to develop and operationalize strategies for new customer acquisition
- Focuses on selling into new customer accounts within the Mid Market segment which has between 100 and 4000 employees globally
- Develops and executes strategies focused on expanding the client base within the territory
- Recruits and hires top talent onto the team and also invests time weekly to build and engage a pipeline of top talent for potential future hires
- Manages a team of Account Executives; fosters a successful and positive team environment
- Responsible for maintaining and growing accounts within the territory and converting new accounts at acceptable margins
- Accurately forecasts bookings by territory and prioritizes time accordingly
- Effectively engages Channels, Customer Success, Marketing, and Sales resources during the sales process as necessary
- 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 CXOs & Program level leaders for the account set.
- Utilizes advanced offering knowledge and understanding of the customer’s business to develop customized proposals
Senior Area Sales Manager Requirements
- Demonstrated progressive sales leadership experience; demonstrated progressive experience in leadership roles.
- Consistently achieved bookings targets >$10m in IACV.
- Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
- Experience repeatably selling multi-million dollar deals to Fortune 500 companies as an individual contributor and as a sales leader
- 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, and 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)
- Experience with coaching and developing Sales reps and managers
- Proven track record of selling and coaching account executives to sell into new customer accounts
- Ability to travel as needed
- You share our values and work in accordance with those values.
- Leadership at GitLab
Performance Indicators
About GitLab
GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.
We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.
Top 10 Reasons to Work for GitLab:
- Mission: Everyone can contribute
- Results: Fast growth, ambitious vision
- Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
- Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
- Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
- Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
- Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
- Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
- Work/Life Harmony: Flexible workday, Family and Friends days
- Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices
See our culture page for more!
Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.
#LI-BC2
The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
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. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.