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The Area Vice President is responsible for building and managing a team of Area Sales Managers who are leading teams of Strategic Account Leaders selling GitLab's industry leading single application for the full software development lifecycle.
The Area Vice President reports into the VP, Enterprise Sales .
Responsibilities
Establish and deliver on a strategy to land new customers with a mutual vision for expansion and expand existing accounts with purpose, driving customer success and predictable year over year ARR growth for GitLab.
Recruit and develop a top tier, diverse, efficient enterprise sales organization of Area Sales Managers and Strategic Account Leaders
Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base
Provide detailed and accurate sales forecasting
Manage overall sales process, set appropriate metrics for sales funnel management
Plan and manage at both the strategic and operational levels
Requirements
Demonstrated progressive second line leadership experience leading teams in strategic sales.
Extensive knowledge in the Enterprise landscape within United States, LATAM and Canada
Multiple repeatable proof points of recruiting, hiring, developing, and retaining leaders and individual contributors that make-up a high performing enterprise sales organization.
Deep experience selling into accounts in core markets.
Demonstrated progressive experience in consistent overachievement of a $20m+ ACV annual quota
Demonstrated progressive experience in software sales, preferably with development tool and/or open source experience
Proven track record of working closely with the channel for growth leverage.
Proven success partnering with Marketing, Channel, Alliances, Product, and Engineering peers.
Demonstration of high levels of integrity, initiative, honesty and leadership
Must be adaptable, professional, courteous, motivated and work well on their own or as a member of a team
Willingness to learn and use GitLab
Polished presentation skills
Ability to handle a fast-paced environment and ambitious workload
Bachelor degree
Ability to travel if needed and comply with the company’s travel policy
Performance Indicators
IACV vs Plan
IACV vs forecast
All other Sale KPI's can be found here .
Career Ladder
The Area Vice President Job Family would move to the VP of Enteprise Sales or VP of Commercial Sales Job Family.
Hiring Process
Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page .
Selected candidates will be invited to schedule a screening call with our Global Recruiters
Next, candidates will be invited to schedule a first interview with the Hiring Manager
Next, candidates will be invited to schedule one or more interviews with members of the Enterprise sales team.
Next, candidates will be invited to schedule one or more interviews with Business Partners
Finally, candidates may be asked to interview with our CRO.
Additional details about our process can be found on our hiring page .
Compensation
Compensation information for this role can be found on our Sales Commissions handbook page. On this page, we have an overview of the standard OTE base and variable split for each Sales job family. Also listed on the page, is our quota ramp information by segment as well as our seasonality assumptions.
Sales compensation plans are governed by the Sales Compensation Plan terms and conditions. Some differences may apply. For any specific compensation questions, please contact your manager (current manager or hiring manager).
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 .
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.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process .
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