Inside Sales Job Family
Levels
Inside Sales Representative
The Insides Sales Representative reports intot the Manager, Inside Sales or Senior Manager, Inside Sales.
Inside Sales Representative Job Grade
The Inside Sales Representative is a grade 6.
Inside Sales Representative Responsibilities
- Ensure healthy weekly activity: calls, leads, demos, and opportunity progression (MEDPPIC).
- Review weekly forecast and business outcomes with sales leaders. This includes win/loss analysis so we can iterate approach based on our success and failures.
- Manage sales order processing including monitoring the system to ensure accurate receipt booking of sales orders, tracking sales shipment, delivery.
- Responsible for all renewals of all contracts and upgrades in your territory.
- Improve and maintain Salesforce structure for accurate sub accounts (groups/programs), opportunities and contacts.
- Collaborates regionally and globally in developing/enhancing standardized processes, reports, and sales programs that facilitate efficient sales operations, effective sales execution, and improved management insight. This includes ensuring the GitLab sales handbook is followed and/or modified when necessary.
- Work with Channel Managers to team on call campaigns and quotes for RFQs through distribution.
- Manage Reseller relationships: Quoting, Lead generation, Renewals, Product and price list updates.
Inside Sales Representative Requirements
- A true desire to see customers benefit from the investment they make with you
- Demonstrated progressive experience with B2B software sales
- Experience selling into large organizations
- Interest in GitLab, and open source software
- Ability to leverage established relationships and proven sales techniques for success
- Effective communicator, strong interpersonal skills
- Motivated, driven and results oriented
- Excellent negotiation, presentation and closing skills
- Preferred experience with Git, Software Development Tools, Application Lifecycle Management
- You share our values, and work in accordance with those values.
- Ability to use GitLab
Senior Inside Sales Representative
The Senior Insides Sales Representative reports intot the Manager, Inside Sales or Senior Manager, Inside Sales.
Senior Inside Sales Representative Job Grade
The Senior Inside Sales Representative is a grade 7.
Senior Inside Sales Representative Responsibilities
- Extends the Insides Sales Representative Responsibilities
Senior Inside Sales Representative Requirements
- Extends the Insides Sales Representative Requirements
- One year of successful account management related to closed sales results with GitLab clients.
- One year of successful account management at GitLab with regards to call, deal and other metrics (e.g. managing tasks in SalesForce).
- Ability and willingness to mentor less experienced team members.
Manager, Insides Sales
The Manager, Insides Sales reports to a Federal Sales Director.
Manager, Insides Sales Job Grade
The Manager, Inside Sales is a grade 9
Manager, Insides Sales Responsibilities
- Manage team (SDR) to ensure healthy weekly activity: calls, opportunities, demos, and opportunity progression (MEDPIC).
- Review weekly forecast and business outcomes with reps and sales managers. This includes win/loss review so we can iterate approach based on our success and failures.
- Manage sales order processing including monitoring the system to ensure accurate receipt booking of sales orders, tracking sales shipment, delivery.
- Responsible for all renewals of all contracts and upgrades
- Work with Federal Channel Manager on collaboration on call campaigns, Quotes on RFQ through distribution, Interacting with sales reps on specific/important accounts to ensure progress and appropriate messaging.
Manager, Inside Sales Requirements
- Extends that of the Senior Inside Sales Representative Requirements
- A true desire to see customers benefit from the investment they make with you
- Demonstrated progressive experience with B2B software sales
Senior Manager, Inside Sales
The Manager, Insides Sales reports to a Federal Sales Director.
Senior Manager, Inside Sales Job Grade
The Senior Manager, Inside Sales, is a grade 9
Senior Manager, Inside Sales Responsibilities
- Manage Reseller relationships: Quoting, Lead generation, Renewals, Product and price list updates,
- Getting GitLab EE on necessary federal contracts (e.g. NETCENTS)
- Own documentation for Fips 140.2 documentation, FedRamp Documentation and VPAT updated with UX team
- Work with sales team and partners to gain success with small implementations at SIs (LMCO, GD, Raytheon, etc) into enterprise level discussions to use GitLab EE for all .gov projects
- Training/mentoring of team members to ensure open feedback, career development and job satisfaction
- Improve and maintain Salesforce structure for accurate sub accounts (groups/programs), opportunities and contacts.
- Collaborates regionally and globally in developing/enhancing standardized processes, reports, and sales programs that facilitate efficient sales operations, effective sales execution, and improved management insight. This includes ensuring the GitLab sales handbook is followed and/or modified when necessary.
Senior Manager, Inside Sales Requirements
- Extends that of the Manager, Insides Sales Requirements
- Demonstrated progressive experience in a Management role
- Demonstrated progressive experience with B2B software sales
- Interest in GitLab, and open source software
- Excellent negotiation, presentation and closing skills
- Motivated and committed to engage in disussions and GitLab Issues with cross functional teams to convey the needs of the Public Sector sales team.
- Contribute to developing sales plans, territory assignment and hiring plans for the Public Sector management team.
Performance Indicators
- Renewals at 90% or higher
- New Opportunities - 5 per ISR per Quarter
- Upsell/Cross-Sell Rates - 2 per ISR per Quarter
Career Ladder
The next steps for the Inside Sales Job Family is to move to the Sales Management Job Family.
Hiring Process
Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.
- Selected candidates will be invited to schedule a screening call with our Global Recruiters
- Next, candidates will be invited to schedule a first interview with the Hiring Manager
- Next, candidates will interview with 2 - 4 Team Members
- Candidates may be invited to schedule a second interview with our CRO
Additional details about our process can be found on our hiring page.
Compensation
You will typically get 50% as base and 50% based on commission. See our market segmentation for typical quotas in the U.S. Also see the Sales Compensation Plan.
About GitLab
GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.
We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.
Top 10 Reasons to Work for GitLab:
- Mission: Everyone can contribute
- Results: Fast growth, ambitious vision
- Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
- Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
- Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
- Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
- Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
- Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
- Work/Life Harmony: Flexible workday, Family and Friends days
- Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices
See our culture page for more!
Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.
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