• Acquire in-depth knowledge of Starfish's model, value proposition, and narrative. • Familiarize yourself with our sales methodology and processes. • Maintain all contacts/leads/opportunities and record all sales activities in our CRM • Formulate a strategic portfolio approach and craft detailed account plans. • Initiate client meetings, effectively communicate Starfish's capabilities, and pinpoint areas where our solutions align with organizations' needs within your designated territory. • Move leads through the sales funnel with active follow-ups. • Utilize various channels for research and outreach to uncover new business prospects within existing accounts and collaborate with cross-functional teams at Starfish to drive sales initiatives. • Exercise discretion and independent judgment during contract negotiations, collaborate closely with clients, and facilitate their engagement with Starfish's specialists. • Offer insights and recommendations to management regarding policies and procedures. • Provide guidance and support in the formulation of short-term and long-term business goals or initiatives. • Cultivate an initial roster of active clients while progressively expanding your overall portfolio. • Foster a network of client relationships, cultivating advocates and sponsors to extend Starfish's partnerships with current accounts in alignment with your portfolio strategy. • Curate an impressive roster of client accounts, advising them on leveraging our talent network to build high-performing distributed teams and enhance operational efficiency. • Initiate mentorship programs for new team members, imparting knowledge about Starfish, our operational model, and effective territory growth strategies. • Continuously expand your account portfolio, drive growth within your region, and leverage the comprehensive range of capabilities offered by Starfish.

• Drive sales growth and increase market share across assigned accounts • Identify and develop new business opportunities and leads • Organize product demonstrations and provide first-level technical support • Maintain a strong, balanced sales pipeline to achieve targets • Negotiate pricing to maximize value and minimize erosion • Develop and execute account penetration plans • Manage territory effectively and track opportunities using CRM

• 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)