• Prospecting, pitching and driving business development. • Identifying and closing opportunities with new organizations. • Drive consistent momentum in sales cycles and maintain a healthy sales pipeline • Collaborate with Customer Success to ensure effective, customer-focused onboarding • Advise the company and guide product management on market & product requirements

• Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts • Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels • Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive-level priorities • Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus • Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects • Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs • Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting • Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement

• Uncover, educate, and close prospective customers on time and on forecast • Spend 80% of time in the field with prospects, delivering solution presentations and facilitating customer proof-of-value projects • Become an expert in translating the 1touch platform into customer language to sell outcome impact to business buyers • Work methodically and cross-functionally to ensure customer use cases are adopted and drive customer advocacy • Provide a weekly forecast of total business

Role Description Advance Local Media is hiring exceptional top producers to deliver high-value digital advertising solutions. If you excel in achieving extraordinary results, we encourage you to apply. We currently have an opening for an Account Executive – Regional, Cincinnati, Ohio. You will drive strategic and profitable revenue growth through your industry knowledge and experience delivering innovative data solutions. This position is responsible for the full sales lifecycle across a broad array of business categories including: - Finance - Home Services - Utilities - Legal - Hi-Tech Focus on winning regional blue-chip clients with significant marketing budgets to deliver measurable outcomes. In this position you will: - Regularly meet with existing and prospective clients - Apply needs-based selling to achieve mutually beneficial outcomes - Focus on profitable revenue growth, meeting or exceeding sales targets - Identify new revenue opportunities - Develop and deliver client presentations supported by data analysis - Manage a healthy pipeline using Salesforce.com to ensure consistent growth - Collaborate with Strategy, Marketing and Operations teams - Work from your home office and travel to clients, conferences and team meetings as necessary Qualifications - Bachelor's degree or equivalent combination of education and experience - Minimum of two years of digital advertising sales, preferably in digital media - Demonstrated success at increasing sales in a competitive marketplace - Consultative and solution-oriented selling experience - Entrepreneurial spirit - Prior experience selling digital media advertising is highly preferred - Demonstration of motivation and quick learning ability - Thorough knowledge of needs-based selling - Experience using CRM sales management platforms, preferably Salesforce.com - Proficiency in MS Office Suite, including Excel, Word, PowerPoint and Outlook - Strong self-motivation and the ability to achieve goals independently - Excellent relationship-building skills - Outstanding written and verbal communication and presentation abilities - Active listening abilities - Commitment to teamwork and collaboration - Solid organizational skills with proven ability to multi-task, manage pressure and meet deadlines Requirements - This role requires reliable transportation to regularly meet with clients Benefits - Compensation for this position is comprised of a base salary plus commission compensation - The base salary range is $50,000 to $60,000 per year - Additional commissions bring total potential target compensation to $94,500 to $104,500