• Report to an Area Sales Manager and own a broad book of mid-market business, from new prospects to growing existing accounts. • Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. • Support GitLab prospects by clearly articulating our 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.

• Define and execute the Military MRO growth strategy across USAF, Navy, and Army aviation • Identify priority platforms, programs, and funding channels aligned with company capabilities • Translate market insights into actionable internal strategies and investments • Lead, manage, and direct consultants aligned to each service branch • Set clear objectives, track performance, and ensure accountability for results • Coordinate consultant activities with internal stakeholders to maximize pipeline conversion • Develop and maintain strong relationships with director-level and stakeholders within each branch • Identify, qualify, and prioritize MRO opportunities across depots, program offices, and primes • Drive opportunities from identification through capture, proposal, and award (“win column”) • Partner cross-functionally (engineering, operations, finance, leadership) to shape competitive solutions • Ensure alignment between customer requirements and internal capabilities • Lead pursuit strategies, customer engagement plans, and executive briefings • Own and deliver significant revenue growth targets for Military MRO • Build and manage a robust, high-quality pipeline • Drive disciplined opportunity management and forecasting • Revenue growth • Pipeline size, quality, and conversion rate • Number and quality of new program wins • Strength of relationships across military branches • Consultant effectiveness and alignment

• Manage a territory that includes target-accounts and an existing book of business that has companies with 2501+ employees. • Focus on hunting new business opportunities, building sales pipeline, and driving growth within the Enterprise sector. • Responsible for upselling into the existing account base, leveraging our Extended Access Management platform. • Engage in customer-facing activities, including in-person meetings and events.

• Own a specific geographical region or country within the EMEA market. • Focus on hunting new business opportunities, building sales pipeline, and driving growth within the ENT sector. • Upscaling existing account base through expansion and upsell. • Utilize AI embedded in operations for real-time coaching and insights. • Conduct proactive prospecting and maintain a healthy sales pipeline. • Refine client targeting and develop deep insights into enterprise structures. • Identify and engage key stakeholders across departments. • Build relationships within enterprise client organizations, including C-level, IT, and security teams.