Area Sales Manager - US West

$234,600 - $414,000/Yr

Gitlab - Remote, OR

Full-time - Mid Level

Remote - Remote, OR

501-1,000 employees

Publishing Industries

About the position

The Area Sales Manager (ASM) role at GitLab is crucial for driving sales growth in the US West territory. The ASM will lead a team of Account Executives, focusing on new customer acquisition and expanding the client base within the Mid Market segment. This position requires a strong leader with a passion for open-source software and a proven track record in sales leadership, aiming to meet and exceed sales goals while fostering a positive team environment.

Responsibilities

• Develop and operationalize strategies for new customer acquisition in collaboration with the VP, Commercial.
• Focus on selling into new customer accounts within the Mid Market segment (100 to 4000 employees).
• Execute strategies to expand the client base within the territory.
• Recruit and hire top talent for the sales team, while building a pipeline for future hires.
• Manage a team of Account Executives, fostering a successful and positive team environment.
• Maintain and grow accounts within the territory, converting new accounts at acceptable margins.
• Accurately forecast bookings by territory and prioritize time accordingly.
• Engage Channels, Customer Success, Marketing, and Sales resources during the sales process as necessary.
• Establish strong relationships with key decision-makers in assigned accounts, maintaining a strong executive call plan with CXOs and Program level leaders.
• Utilize advanced offering knowledge to develop customized proposals based on customer needs.

Requirements

• Demonstrated progressive sales leadership experience in leadership roles.
• Consistently achieved bookings targets greater than $10 million in IACV.
• Experience leading field sales teams using MEDDPICC or similar sales methodology.
• Proven experience selling multi-million dollar deals to Fortune 500 companies as both an individual contributor and sales leader.
• Track record of meeting or exceeding performance objectives such as revenue and pipeline targets.
• Experience with CRM systems and marketing automation systems (e.g., Salesforce, Clari, Marketo).
• Ability to exercise effective judgment and handle a fast-paced environment.
• Strong relationship-building and negotiation skills.
• Excellent presentation and executive-level communication skills (both written and verbal).
• Experience coaching and developing sales representatives and managers.

Nice-to-haves

• Experience in the software industry, particularly in DevSecOps or related fields.
• Familiarity with open-source software and its community.
• Advanced degree in business or related field.

Benefits

• Competitive salary and equity compensation.
• Flexible work hours and remote work options.
• Comprehensive health insurance coverage.
• 401(k) retirement plan with company matching.
• Generous paid time off and family leave policies.
• Professional development opportunities and learning programs.