Account Executive - Italy

About This RoleAI processing…

Key Responsibilities

• 1
  Report to a Regional Sales Director and own a broad book of business, from new prospects to growing existing accounts.
• 2
  Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
• 3
  Support GitLab for prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.
• 4
  Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
• 5
  Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• 6
  Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
• 7
  Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
• 8
  Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Requirements

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
• Alignment with GitLab’s values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.
• Fluent Italian language skills (required).

Perks & Benefits