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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in outbound sales strategies, customer acquisition, and relationship management, with a strong focus on utilizing sales frameworks like MEDPICC and Command of the Message. Proficient in leveraging data and industry research to drive business growth and achieve sales targets.
Highest-signal resume keywords
Outbound ProspectingSalesforce ExperienceMEDPICC FrameworkBusiness Case DevelopmentCustomer Relationship Management
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Outbound SalesCustomer AcquisitionSales Cycle ManagementBusiness Case DevelopmentApplication Lifecycle Management
Soft Skills
Strong CommunicationRelationship BuildingNegotiationProblem SolvingTeam Collaboration
Tools & Technologies
SalesforceClariOutreachZoomInfoLinkedIn Sales NavigatorGong6sense
Industry Keywords
Business-to-Business SoftwareOpen Source SoftwareDeveloper Product SpaceTechnical ConsultingCustomer Success
Tech Stack
Tools & technologiesOpen Source
About the role
Key responsibilities & impact- Acquire new GitLab customers through inbound and outbound sales
- Build and maintain a pipeline by engaging inbound leads, identifying prospect signals, and reaching out to free users and SMB prospects
- Develop, test, and improve outbound and new-customer acquisition playbooks, prospecting approaches, and campaigns
- Own a territory and prospect accounts using data and industry research to identify stakeholders, understand needs, and document buying criteria and decision processes
- Manage the full sales cycle from initial contact to close
- Engage technical audiences and decision-makers, build business cases, and use MEDPICC and Command of the Message sales frameworks
- Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing to win new business
- Achieve monthly and quarterly targets for new customer count and booked annual recurring revenue
- Analyze wins and losses, share lessons and prospect feedback, contribute product ideas to the public issue tracker, and document improvements in the sales handbook
- Build product, market, and technology knowledge and acquire industry-standard certifications
Requirements
What you’ll need- Experience in information technology through sales, technical consulting, customer success, marketing, or customer service
- Demonstrated record of outbound prospecting, securing meetings, winning business, and building business cases for new accounts
- Strong communication and relationship-building skills, including discovery, identifying customer pain points, presenting solutions, negotiating, and closing
- Experience taking ownership of prospecting, following up through setbacks, and delivering results while working in accordance with GitLab's values
- Experience with Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- Basic understanding of application lifecycle management and related technologies
- Willingness to learn GitLab and Git
- Commitment to improving skills and contributing to team learning through training, reading, and mentorship
- Ability to travel when needed and comply with GitLab's travel policy
- Preferred: understanding of business-to-business software, open source software, and the developer product space
Benefits
Comp & perks- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
- Incentive pay targeted at up to 100% of the offered base salary