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GitLabMajor Account Executive, UK Public Sector
GitLab's Major Account Executive role focuses on the UK public sector and is based in the United Kingdom. The executive looks after a book of the…
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About This Role
GitLab's Major Account Executive role focuses on the UK public sector and is based in the United Kingdom. The executive looks after a book of the organisation's biggest and most strategic public sector customers and prospects, aiming to win new enterprise accounts and widen GitLab's presence within existing ones. A consultative method is used to pinpoint needs and steer customers toward adopting and expanding the AI-powered DevSecOps platform. The role…
Job Description
GitLab's Major Account Executive role focuses on the UK public sector and is based in the United Kingdom. The executive looks after a book of the organisation's biggest and most strategic public sector customers and prospects, aiming to win new enterprise accounts and widen GitLab's presence within existing ones. A consultative method is used to pinpoint needs and steer customers toward adopting and expanding the AI-powered DevSecOps platform.
The role covers the entire sales cycle. The executive runs major accounts before and after each sale, and coordinates solutions architects, customer success managers, professional services staff, marketing, senior leaders, partners and channel contacts. Account plans reflect each customer's performance measures, strategy and objectives. The job involves prospecting and building opportunities in both new and established accounts to hit or beat quota, preparing quotes, written proposals and presentations, and arranging the technical and support work needed for a smooth rollout.
The executive also champions customer feedback and product suggestions by logging them in GitLab's public issue tracker. After wins and losses, the executive helps with root-cause analysis and passes lessons on to account managers, marketers and technical colleagues.
The ideal candidate has sold into large, complex organisations, has a steady record of meeting or beating quota, and can present with confidence to senior executives. Skill in solution selling, a solid grasp of Git and of how software gets built and managed across its lifecycle, and commitment to GitLab's values are expected. Sales positions carry variable pay that can reach 100 percent of base salary. Travel is required when necessary, in line with the company's travel policy.
Responsibilities
- Oversee major accounts across pre-sales and post-sales
- Own the full sales process and coordinate everyone involved
- Prospect and build opportunities to meet or exceed quota
- Use solution selling to answer customer needs and build lasting partnerships
- Write account plans grounded in customer performance, strategy and objectives
- Prepare quotes, proposals and sales presentations
- Coordinate technical and support resources for rollout and adoption
- Review why deals were won or lost and pass lessons to account managers and technical staff
Requirements
- Experience selling into highly complex organisations
- Consistent results and a record of exceeding quota
- Clear communication and polished presentations, including for C-level audiences
- Experience with solution selling and framing value around customer needs
- Solid grasp of Git and of the tooling used across the software lifecycle
- Alignment with GitLab's values
- Willingness to travel when required, under the travel policy
Core Skills
Benefits
- Flexible paid time off
- Team member resource groups
- Stock-based compensation and an employee share purchase scheme
- Growth and development fund
- Parental leave
- Health, financial and wellbeing benefits
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is the role based?
The posting lists the United Kingdom as the location and notes that some roles carry location-based eligibility requirements.
Does the role involve travel?
Yes, when needed, in line with GitLab's travel policy.
Is incentive pay offered?
Sales roles can earn variable pay of up to 100 percent of base salary, according to the posting.
Is a salary stated?
No base salary figure is given for this role in the posting.
Sample Interview Questions
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