• Account Executive, Commercial Key Accounts (AE) will report to an Area Sales Manager. • Support GitLab for our Commercial Named Accounts prospects (roughly 15 accounts) • Contribute to root cause analyses on wins/losses. • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team. • Take ownership of your book of business • document the buying criteria • document the buying process • document next steps and owners • ensure pipeline accuracy based on evidence and not hope • Contribute to documenting improvements in our sales handbook. • Provide account leadership and direction in the pre- and post-sales process • Be the voice of the customer by contributing product ideas to our public issue tracker

• Develop M/SQLs from events, roundtables, website, inbound, BDR, advisory board • Create, pursue and nurture your own prospects • Conduct rigorous discovery on accounts • Build senior stakeholder relationships across each customer • Scope and negotiate pilots and full deployments • Monetize contract expansion (in partnership with our Customer team) • Ensure your sales activity is fully tracked in our CRM (Hubspot)

• Participate in all phases of the sales to new and existing clients • Grow our client base through outbound lead generation for new and existing accounts via phone, email and marketing • Help grow project sales opportunities for the Microsoft Dynamics 365 platform suite and Dayforce HR suite solutions • Develop, maintain, and grow a profile list of qualified pipeline opportunities that align to our objectives • Work closely with the OnActuate team to leverage marketing, inside sales, and other sales resources to manage and execute activities to further build your pipeline • Clearly articulate our value-add of solutions & services • Work collaboratively with our Microsoft and Dayforce partner teams on planning, development and meeting our mutual sales and other strategic goals • Grow relationships with your customer roster to truly understand their business needs • Collect and analyze survey data to improve the customer experience • Attend conferences/summits as a representative of OnActuate

• We are looking for a ROCK STAR Account Executive to join our team. • The Account Executive is responsible for driving revenue growth in Salesforce implementation services by prescribing and positioning the right solutions for customers alongside your Salesforce counterparts. • Build an active opportunity pipeline and achieve monthly and quarterly sales targets for your territory and accounts • You are comfortable independently driving results and owning full-cycle sales activities with relative autonomy. • Proactively network within the industry, market, and accounts to bring new client opportunities and associated revenue to the company and the Salesforce account teams. • Build a pipeline of new opportunities through various sales and marketing activities. • Develop, negotiate, and close new business opportunities. • Arrange meetings with potential customers to prospect for new business. • Coordinating responses to RFPs and supporting the creation of proposals and Statements of Work. • Closing the sale and managing the sales order process. • Maintain an accurate pipeline of all opportunities, contacts and account history within our CRM System. • Manage all phases of the sales cycle, including service demand generation, proposal development, scoping and estimating, and negotiating Statements of Work (SOW’s). • Create detailed SOW’s for client engagements by quickly grasping client business/technical requirements and developing high-level solutions around those specific needs. • Able to travel for annual Dreamforce conference, client meetings, occasional trade shows, marketing events (up to 20%).