• Focus on acquiring new business and sell the Qualtrics Platform to key accounts. • Develop comprehensive account plans, from power maps to demand generation and closing strategies. • Manage relationships between Qualtrics and senior executives of both client and prospect companies. • Strategising internally with SDRs (sales development representatives), solutions consultants, partners etc to create demand and drive senior engagement in accounts. • Gain a thorough understanding of prospects' business issues and industry challenges to craft tailored solutions. • Build compelling business cases that demonstrate clear ROI and value for clients. • Maintaining a real-time understanding of Qualtrics' offerings and the competitive landscape to provide win-based proposals and pricing strategies.

• Report to an Area Sales Manager and own a broad book of businesses, from new prospects to growing existing accounts across the CIS region. • Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. • Support prospects by clearly articulating GitLab's DevSecOps value proposition and aligning it to customer business outcomes. • Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams. • Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. • Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement. • Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success. • Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

• Report to an Area Sales Manager and own a broad book of businesses, from new prospects to growing existing accounts across the CIS region. • Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. • Support prospects by clearly articulating GitLab's DevSecOps value proposition and aligning it to customer business outcomes. • Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams. • Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. • Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement. • Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success. • Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

• Report to an Area Sales Manager and own a broad book of businesses, from new prospects to growing existing accounts across the CIS region. • Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. • Support prospects by clearly articulating GitLab's DevSecOps value proposition and aligning it to customer business outcomes. • Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams. • Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. • Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement. • Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success. • Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.