Global Digital
SMB Advocate
Job Grade
The SMB Advocate is a grade 6.
Responsibilities
- Engage remotely with a high volume of our small business prospects & customers during their pre-sales, sales & post-sales experience; this team is their primary GitLab resource
- Work through a shared prospect & customer queue, leveraging different technologies to deliver the best customer experience
- Resolve incoming prospect & customer needs and queries, and proactively reach out to customers showing key signals related to growth, adoption or contraction
- Build strong understanding of customers’ business needs, organizational goals and GitLab utilization to assist them in achieving them and make recommendations at each stage of the lifecycle - onboarding, adoption, renewal and expansion
- Provide technical and solution guidance:
- Answer customer inquiries, conduct product demonstrations, and explain the capabilities and benefits of GitLab
- Provide insights with respect to the availability and applicability of new features in GitLab as relevant
- Provide positive customer interactions. Collaborate with individuals within customer environments, understand their needs, and assist them in becoming advocates for GitLab
- Customer feedback: Effectively communicate customer feedback, requirements, and challenges to relevant teams (including Product Development, Sales, and Marketing) to drive continuous improvement
- Market knowledge: Maintain a foundational understanding of technologies related to GitLab’s market focus
- Training & Certifications: Acquire industry standard certifications to build up credibility as an advocate and a technical expert
Requirements
- You share our values, and work in accordance with those values
- Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in the field of information technology
- An understanding of B2B software, Open Source software, and the developer product space is preferred
- Experience with CRM, sales intelligence and email automation software is highly preferred
- Basic understanding of application lifecycle management including the technology commonly used in application lifecycle management
- Be ready to learn how to use GitLab and Git
- Experience with a GitLab use case (SCM, CI, CD, DevSecOps, Agile Planning) to provide in-depth customer guidance and enablement
- Focuses on continuously improving your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others
- Ability to travel if needed and comply with the company’s travel policy
Performance Indicators
As with all roles in the Sales Department the Global Digital participates in the Sales KPIs.
SMB Advocate Team Lead
The SMB Advocate Team Lead reports to the Digital SMB Regional Manager.
SMB Advocate Team Lead Job Grade
The SMB Advocate Team Lead is a grade 6.
SMB Advocate Team Lead Responsibilities
The SMB Advocate Team Lead role extends the responsibilities of the SMB Advocate role, with the addition of new official responsibilities that support the productivity of the Advocate team as a whole and representing our SMB customers. These are:
- Help design and run the onboarding process for new starters
- Help support/coach colleagues and run team enablement sessions
- Cover team manager’s absence, on request for some specific tasks (team meetings, forecasts and team weekly check-ins)
- Participate in cross-functional initiatives to drive the SMB strategy, and represent the SMB Advocate team
- Meet with fellow SMB Advocate Team Leads to develop global initiatives
- Amplify the voice of the customer and encourage a culture of customer-centricity
- Participate in the recruitment process of new team members
- Support team-bonding and identity-building initiatives, while encouraging team participation and contribution
- Be a subject matter expert in at least one core skill of the SMB Advocate role (“core skills to be added to HB”)
SMB Advocate Team Lead Requirements
- Extends those of the SMB Advocate requirements
- Minimum of 9 months in the SMB Advocate role
- Achieve benchmark KPIs cumulatively for a period of 6 months
- Complete all assigned SMB advocate specific Level-up trainings and Technical Certification
- Led or participated in at least 2 project initiatives to improve team performance
- The Team Lead role is based on business need and is at management’s discretion
New Logo Account Executive
Job Grade
The New Logo AE is a grade 6.
Responsibilities
The New Logo Account Executive role is a new and exciting role in our GTM organization, which will be critical in building GitLab’s customer-base and continued long-term growth. The New Logo Account Executive will focus exclusively on acquiring customers and generating new logos in large accounts (Mid Market and Enterprise) by executing on an outbound sales playbook.
In this role, you will own a book of prospect accounts (including free GitLab users, trials, engaged leads and cold prospects). You will navigate it by leveraging data, developing a deep understanding of the product, the market, customer challenges and business needs. You will strategically build relationships with your accounts and lead a consultative sales cycle by painting the vision of DevSecOps with GitLab and helping them achieve business outcomes.
This is a high-impact role for someone who is competitive, self-starter and hungry, who is excited by forming new teams and motions, thrives in a hunter environment and is energized by building relationships and business cases from scratch.
- Drive selling into free users and base prospects within the Mid Market and Enterprise segments by articulating the value of GitLab. engaging with inbound prospect and proactively reaching out to prospects showing potential and key signals
- Build, co-create and consistently iterate on the outbound / new logo playbook and strategy to win new customers
- Introduce and execute against new creative prospecting and campaign ideas
- Meet or exceed New Logo quota while fostering strong relationships and consultative selling
- Take ownership of and act as the CEO for the book of business in your territory:
- Document the buying criteria & process, next steps & owners
- Develop and execute comprehensive prospecting strategies to build and maintain a healthy pipeline of new business opportunities
- Work and collaborate with our Partner ecosystem to drive new business and value for our customers
- Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
- Manage complex sales cycles involving technical audience, multiple stakeholders and decision-makers, and articulate GitLab’s value proposition to across various industries
- Master MEDPICC and Command of the Message on all opportunities
- Collaborate with cross-functional teams including Sales Development, Solution Architecture and Digital Marketing to develop winning strategies in targeting accounts
- Contribute to root cause analyses on wins/losses.
- Communicate lessons learned to the team, including the marketing team, the technical team and product
- Feedback: Effectively communicate learnings, feedback and challenges to relevant teams (including Product Development, Sales, and Marketing) to drive continuous improvement, and be the voice of the prospect by contributing product ideas to our public issue tracker
- Contribute to documenting improvements in our sales handbook
- Market knowledge: Maintain a foundational understanding of technologies related to GitLab’s market focus
- Training & Certifications: Acquire industry standard certifications to build up credibility as a technical expert
Requirements
- You share our values, and work in accordance with those values
- A self-starter with a proven track record of resilience, motivation and results
- Demonstrated track record of outbound sales activity, securing calls, meeting and winning business, with a creative ability to break into new accounts and build business cases
- Effective communicator, strong interpersonal skills
- Excellent discovery skills, ability to uncover and address customer pain points, negotiation, presentation and closing skills
- Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in the field of information technology
- An understanding of B2B software, Open Source software, and the developer product space is preferred
- Experience with CRM, sales intelligence and email automation software is highly preferred
- Basic understanding of application lifecycle management including the technology commonly used in application lifecycle management
- Be ready to learn how to use GitLab and Git
- Experience with a GitLab use case (SCM, CI, CD, DevSecOps, Agile Planning) to provide in-depth customer guidance and enablement
- Focuses on continuously improving your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others
- Ability to travel if needed and comply with the company’s travel policy
New Logo Sales Manager
Job Grade
The New Logo Sales Manager is a grade 8.
Responsibilities
The New Logo Sales Manager role is a new role in our GTM organization, which will be critical in building GitLab’s customer-base and continued long-term growth. The New Logo Manager will develop the blueprint to land small deals in large accounts, build our outbound sales motion playbook, craft our new customer acquisition strategy and lead a team of highly motivated and capable New Logo Account Executives.
Reporting to the Sr Sales Director, you will be responsible for hiring, developing and leading a high-performing team of New Logo Account Executives to meet and exceed sales goals. The right candidate is truly passionate about open source software, DevSecOps and selling to development teams, and has a proven track record of outbound MM/ENT sales to talk about!
- Focuses on selling into free users and base prospects within the Mid Market and Enterprise segments
- Builds and consistently iterates on the outbound playbook and strategy to win new customers
- Builds cross-functional relationships and influences teams’ roadmaps to drive New Logos
- Works with leadership to develop and operationalize strategies for new customer acquisition
- Drives, manages and executes the business and revenue of a sales team
- Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
- Prepares forecasts, territory/industry management, and growth plans
- Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
- Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
- Ensures that the sales plan is aligned with and supports the corporate revenue goal
- Recruits and hires top talent onto your team
- Invests time weekly to build and engage a pipeline of top talent for potential future hires
- Manages a team of New Logo AEs; fosters a successful and positive team environment
Requirements
- Proven track record of selling and new logo acquisition in Mid-Market
- History of exceeding new business quotas and leading/coaching teams to do the same
- Demonstrated resilience, intelligence and creativity in engaging with prospects, deeply understanding business problems, building business cases and selling strategies
- Ability to coach Account Executives on technical sales and value-based selling
- 5+ years of B2B software sales experience, with at least 2 years managing sales teams
- Demonstrated progressive experience in field sales, operations and leadership in open source software or software DevOps environment
- Experience selling to Fortune 500; willingness to “roll up your sleeves” and sell
- 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, 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) and the ability to mentor others
- You share our values, and work in accordance with those values.
- Leadership at GitLab
- Ability to use GitLab
- Ability to travel if needed and comply with the company’s travel policy
Career Ladder
The next step in the SMB Account Executive job family is to move to the Mid Market Account Executive job family or the Sales Management Job Family.
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.
d30a5fbf)
