Commercial Account Executive - Balkans
Remote
Job Summary
Own a broad book of business across the Balkans, guiding prospects through the full sales cycle from discovery to close. Manage new opportunities and growing accounts by articulating the DevSecOps value proposition, defining buying criteria, and ensuring an evidence-based pipeline. Analyze wins and losses to contribute root cause insights to marketing and technical teams, while documenting best practices to refine the sales handbook. Partner with business development and technical groups to lead pre- and post-sales activities, representing customer feedback in the public issue tracker. Focus on building trusted relationships with organizations up to 4,000 team members to drive platform adoption and toolchain consolidation.
Required Qualifications
- Proven success in software sales
- Ability to guide customers through the full buying journey
- Effective communication and interpersonal skills
- Experience documenting and maintaining accurate pipeline data
- Skill in conducting and contributing to win/loss and root cause analyses
- Proficiency in negotiation
- Interest in GitLab, open source software
- Familiarity with Git, software development tools, or application lifecycle management
- Alignment with GitLab's values
- Willingness to travel in line with company policy
Desired Qualifications
- Ideally in a Commercial market context
- Managing a varied book of business
- Defining buying criteria
- Mapping buying processes
- Driving clear next steps
- Collaborating with business development, marketing, technical teams, and sales management
- Contributing ideas to our public issue tracker
- Improving our sales handbook
- Representing the voice of the customer
- Contributing product feedback and ideas
- Contributing to improving our sales handbook and processes
- Documenting best practices
- Sharing lessons learned with account managers, marketing, and technical teams
- Providing account leadership and direction
- Partnering closely with technical teams and customer success
- Leading commercial discussions to close opportunities
- Interest in contributing from diverse or transferable sales backgrounds
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