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An overview of this role

The New Logo Area 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 ASM 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 Mid-Market and Enterprise sales to talk about!

We are looking for a hungry, talented and ambitious leader who is passionate about New Logos and closing new business, and this is an exciting opportunity to unequivocally influence GitLab’s overall success and long-term growth.

What you’ll do

• Focus on selling into free users and base prospects within the Mid Market and Enterprise segments
• Build and consistently iterate on the outbound playbook and strategy to win new customers
• Build cross-functional relationships and influence teams’ roadmaps to drive New Logos
• Work with leadership to develop and operationalize strategies for new customer acquisition
• Drive, manage and execute the business and revenue of a sales team
• Analyze market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
• Prepare forecasts, territory/industry management, and growth plans
• Educate team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
• Establish and report on metrics to measure team performance; correct deficiencies where necessary
• Ensure that the sales plan is aligned with and supports the corporate revenue goal
• Recruit and hire top talent onto your team; the team will start small and continue to grow with proven success.
• Invest time weekly to build and engage a pipeline of top talent for potential future hires
• Fosters a successful and positive team environment

What you’ll bring

• Proven track record of selling and new logo acquisition in Mid-Market and/or Enterprise account
• 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
• Experience selling to Fortune 500; willingness to “roll up your sleeves” and sell
• Experience building out new teams a plus
• Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
• 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

Hiring Process

• Recruiter Phone Screen
• Initial Screen with Hiring Manager
• Interview with Area Sales Manager
• Interview with Cross Functional Leaders
• Final Interview with Sales Executive
• Interview line up subject to change. Interview process to be outlined with all candidates being considered on screening call

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support

Remote-Global

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 ourbenefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range

$117,300–$207,000 USD

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.