• Lead strategic account activity for large prospects and customers, providing direction throughout pre-sales and post-sales engagements. • Develop opportunities within enterprise accounts through prospecting, relationship building, and a consultative understanding of customer business needs. • Create account plans and customer proposals that clearly connect GitLab capabilities to organizational priorities and transformation goals. • Coordinate with pre-sales, post-sales, and support teams to support successful product rollout and customer adoption. • Generate qualified pipeline in partnership with strategic channel partners and support new customer development efforts. • Contribute customer feedback and product ideas to GitLab's public issue tracker to represent the voice of the customer. • Prepare activity and forecast reports, and help analyze wins and losses to improve future sales execution. • Collaborate with marketing, account teams, product managers, and technical teams to share lessons learned and communicate customer needs clearly.

Role Description This person will be responsible for driving growth and ongoing transformation of the Indian Subcontinent sales function to achieve critical business objectives, actively develop and lead execution of the go-to-market strategy and provide strong coverage in the region. You will work collaboratively with leaders and other members of the India Sales team along with key internal stakeholders across our organization. You will be responsible to build effective relationships in order to ensure the business meets and exceeds targets, which includes: - Accelerating sales growth through strategic account growth. - New customer acquisition. - Maintaining strong relationships with the current client base to build long-term customer loyalty and renewals. The focus will be on large enterprise accounts in the West region. What your impact will be: - Sales Execution Performance: - Achieve plan and overall revenue targets for your region (New Recurring Revenue, Renewal Recurring Revenue and Consulting Services). - Identifying, qualifying, develop and close new opportunities for software subscriptions and associated consulting services. - Ensure on-going optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition based on market needs and opportunities. - Create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (employees, customers, shareholders). - Interact and work effectively with all regional and global resources to maximize customer success and company revenue growth throughout the region. - Collaboration: - Work with your leadership and management of the India sales function, setting a unified direction for the team based on global organizational guidance and ensure priorities are clear at all times. - Proactively seek out and seize opportunities to collaborate with partners across the region to ensure the voice of the customer influences our efforts and investments in product, innovation and proposition development. - Establish strong partnerships across matrixed functions to collaborate on solutions that help remove roadblocks/barriers to sales execution. - Manage account and contact information through the entire sales lifecycle process using Salesforce.com and other related selling tools: ensure that the sales team maintains detailed account profiles, account plans and prepares sales and activity reports as required. - Properly and effectively manage your forecast and roadmap of opportunities, setting accurate quarterly and annual expectations for delivery with very little variance. Qualifications - 15+ years of enterprise software sales experience in a highly complex and competitive marketplace with focus on Enterprise and BFSI Customers in West region. - Experience with understanding of subscription-based models & working with System Integrators & Partners. - Strong, tested sales experience in high growth organizations focused on landing new logo’s and maximizing customer expansion. - Experience in a disruptive market approach selling infrastructure software that displaces older technologies a plus. - Experience selling open-source software a plus. - Solutions sales approach with a deep understanding and appreciation for the value of packaging consulting services to drive greater differentiation, value and success. - Graduate degree a must, Post graduate degree a plus. - Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities and resources accordingly. - Demonstrated ability to work collaboratively and resolve conflict across different functional areas in a highly matrixed organization as well as with external stakeholders. - Advanced written and verbal communication skills. - Strong business and analytical acumen. Benefits - Access to CuraLinc to aid employees in health and wellness tips and practices. - Wellness Fridays extending to December 2026. Company Description EDB provides a data and AI platform that enables organizations to harness the full power of Postgres for transactional, analytical, and AI workloads across any cloud, anywhere. EDB empowers enterprises to control risk, manage costs and scale efficiently for a data and AI led world. Serving more than 1,500 customers globally and as the leading contributor to the vibrant and fast-growing PostgreSQL community, EDB supports major government organizations, financial services, media and information technology companies. EDB’s data-driven solutions enable customers to modernize legacy systems and break data silos while leveraging enterprise-grade open source technologies. EDB delivers the confidence of up to 99.999% high availability with mission critical capabilities built in such as security, compliance controls, and observability.

Role Description The Account Executive (AE), Client Management is a position that requires focus on an assigned portfolio of clients within a specific geographic area. The AE is responsible for the overall growth, retention and strategic planning of that portfolio. This includes: - Acting as the lead for "inside sales" (upsells) - Overall management of customer retention, satisfaction and upsell activity of assigned accounts - Operational submission of changes and plan maintenance - Member specific assistance - Liaison between sales, operations and the customer The ideal candidate will have: - Exceptional written and verbal communication skills - The ability to build solid relationships with key decision makers of each client - Solid organizational skills Self-starter high-performing individual with a comprehensive understanding of the PBM environment and broader health care system. Ability to work across departments to achieve success, manage client expectations based on Optum’s capabilities, and look for upsell/growth opportunities with clients. Accountability for individual and team objectives is essential. You’ll enjoy the flexibility to work remotely from anywhere within the U.S. as you take on some tough challenges. Primary Responsibilities: - Maintain overall accountability for client satisfaction, retention and growth - Use industry knowledge to add value to the clients’ operation and look for upsell opportunities - Maintain ongoing knowledge of clients’ business and their contract with Optum - Provide leadership for new client projects/implementations - Provide regular communication to management on client concerns and feedback - Communicate with clients via face-to-face meetings, conference calls and written correspondence - Interface with internal Optum departments - Assist in the marketing of sales strategies; product/service information - Maintain client business plan - Understand the Eligibility and Pharmacy Claims adjudication process - Monitor performance guarantees/Service Level Agreements - Negotiate contract renewals - Conduct periodic reviews with clients and recommend new products/services as appropriate - Participate in best and final sales support as appropriate - Travel to client sites may be required - Other duties as assigned You’ll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in. Qualifications - 5+ years of experience in PBM Client Management and/or Pharmacy Benefits Implementation guidelines for low to mid-tier companies (5000+ employees) - 3+ years of experience with owning/managing a book of business, responding to questions from clients, management and technical associates - Experience using RxClaim or similar claim adjudication system, to validate service delivery of Pharmacy Benefits - Experience with renewal strategy & upsells - Intermediate experience or higher using MS Excel to create basic spreadsheets; sort, filter, import/export data, create charts and graphs, and use basic formulas - Intermediate experience using MS PowerPoint to create and modify presentations - Willing or ability to travel up to 10% as needed Preferred Qualifications - Experience utilizing software programs specific to Optum’s applications - Experience analyzing/understanding reports, metrics and client trends - PBM industry knowledge within the market and regulatory environment Benefits - Comprehensive benefits package - Incentive and recognition programs - Equity stock purchase - 401k contribution (all benefits are subject to eligibility requirements) Application Deadline This will be posted for a minimum of 2 business days or until a sufficient candidate pool has been collected. Job posting may come down early due to volume of applicants.

• Build meaningful relationships with key stakeholders in your target accounts. • Partner with our marketing and demand generation teams on campaigns and develop your own strategies. • Guide opportunities from initial conversation to close. • Learn about your prospective customers' business goals and technology stacks. • Develop a strong understanding of the New Relic platform.