• Manage the entire sales motion from initial prospecting and outbound outreach to consultative positioning, complex negotiation, and closing. • Identify and qualify high-value prospects and expansion opportunities using tools like ZoomInfo and Outreach. • Apply the Sandler selling methodology and MEDDPICC framework to uncover customer needs. • Utilize Salesforce and Gong to track deal progress and refine strategies. • Prioritize accounts and manage multiple workstreams concurrently to achieve quota.

• Meet or exceed quota while fostering strong customer relationships • Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region • Take ownership of and act as the CEO for the book of business in your territory: • Document the buying criteria & process, next steps & owners • Build a strong pipeline through a healthy cadence of prospecting activity • Prospect and close new business to expand your territory • Ensure adoption of our solutions and do your best to avoid churn and contraction • Work and collaborate with our Partner ecosystem to drive new business and value for our customers • Create an accurate forecast for each quarter against your plan/budget • Drive attendance to our events, which you will be part of to further network with current and prospective customers • Contribute to root cause analyses on wins/losses. • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team. • Contribute to documenting improvements in our sales handbook • Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process • Be the voice of the customer by contributing product ideas to our public issue tracker • Master MEDPICC and Command of the Message on all opportunities

• Identify, qualify, and develop new business opportunities • Build and maintain strong relationships with prospective and existing clients • Conduct product or service presentations and demonstrations • Negotiate contracts and close sales to meet or exceed revenue targets • Manage the full sales cycle from prospecting to onboarding • Maintain accurate records of client interactions in CRM systems such as Salesforce or HubSpot • Prepare proposals, pricing, and respond to RFPs when required • Collaborate with internal teams including marketing, product, and customer success to ensure client satisfaction • Identify upselling and cross-selling opportunities within existing accounts • Monitor market trends, competitor activity, and customer feedback to improve sales strategies

• Own the full sales cycle from prospecting to close, building a healthy pipeline and consistently hitting (or beating) monthly and quarterly targets. • Execute a high velocity sales strategy to onboard and scale brick and mortar healthcare partners. • Proactively source and engage new prospects through research, outbound outreach, and relationship-driven networking. • Lead product demos and sales conversations, clearly articulating the value of our telehealth solutions and tailoring them to each prospect’s needs. • Partner closely with prospective customers to understand their goals and challenges, and develop thoughtful, customized proposals. • Negotiate contracts and close deals to drive new business growth. • Build and maintain strong relationships with key decision-makers and stakeholders. • Stay on top of telehealth industry trends, competitive landscape, and evolving market needs. • Collaborate cross-functionally with Marketing, Customer Success, and Product to deliver a seamless and exceptional customer experience.