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sales pipeline from qualification to close.</li>\n<li>Run full-cycle sales processes including discovery, demos, validation, proposal, negotiation, and closing , with a strong focus on deal progression and win-rate.</li>\n<li>Actively build and maintain your own pipeline through outbound prospecting when inbound lead flow is insufficient.</li>\n<li>Lead complex sales cycles, including multi-stakeholder buying committees, procurement, legal negotiations, and RFPs/tenders.</li>\n<li>Sell the full Tellent offering (Tellent Recruitee, TellentHR, and add-ons), tailoring solutions to customer needs and business context.</li>\n<li>Maintain strong CRM discipline, forecast accuracy, and deal hygiene in line with team standards.</li>\n<li>Collaborate closely with Sales Leadership, Marketing, Product Marketing, Legal, and Partners to win competitive deals.</li>\n<li>Share structured feedback and market insights to continuously improve positioning, product, and go-to-market execution.</li>\n</ul>\n<p>You&#39;ll bring to the team:</p>\n<ul>\n<li>Solid experience in full-cycle B2B SaaS/Software sales.</li>\n<li>Proven success selling into SMB and/or mid-market organizations.</li>\n<li>Proven ability to be successful in both inbound and outbound deal conversion.</li>\n<li>A structured, disciplined approach to sales, with strong qualification, deal management, and forecasting skills.</li>\n<li>Ability to sell value-based into a broader customer audience, multi-product solutions and tailor messaging to different customer needs.</li>\n<li>Experience at a scale-up or in a fast-moving environment.</li>\n<li>Ambition to grow into broader segment ownership and increased deal complexity over time.</li>\n</ul>\n<p>What we offer:</p>\n<ul>\n<li>Flexibility to work from home in the Netherlands and from our beautiful canal-side office in Amsterdam.</li>\n<li>A chance to be part of and shape one of the most ambitious scale-ups in Europe.</li>\n<li>Work in a diverse and 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Collaborate with Customer Success to build high-quality onboarding and customer experiences. Collect insights from sales calls for our product team.</li>\n</ul>\n<ul>\n<li>Empathy For your team and customers. Committed to your customer’s success long after the initial sale you approach the sales process with empathy.</li>\n</ul>\n<p>What We&#39;re Looking For:</p>\n<ul>\n<li>7+ years of experience in B2B SaaS Sales</li>\n</ul>\n<ul>\n<li>2+ years of experience selling to companies +1000 employees and an understanding of how to navigate buying process at larger organizations</li>\n</ul>\n<ul>\n<li>Demonstrated understanding of MEDDPICC sales methodology</li>\n</ul>\n<ul>\n<li>Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus)</li>\n</ul>\n<ul>\n<li>Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined</li>\n</ul>\n<ul>\n<li>Salesforce and tooling hygiene and deal management rigor</li>\n</ul>\n<ul>\n<li>Strong communication skills and ability to partner with cross-functional teams</li>\n</ul>\n<p>What We Value</p>\n<p>We also care about whether you would be a good fit for Lumos based on the values and characteristics that define how we achieve outcomes, not just your resume.</p>\n<p>Pay Range</p>\n<p>OTE: $260,000 - $320,000 (~50/50 split between base pay and variable earnings). 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Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities.</li>\n</ul>\n<ul>\n<li>Mentor and coach fellow Commercial Account Executives by sharing advanced sales strategies, customer insights, competitive positioning, and lessons learned to help elevate team performance, refine our commercial sales motion, and contribute to team goal achievement.</li>\n</ul>\n<ul>\n<li>Regularly meet on-site with key customers to develop and strengthen executive-level relationships, shape long-term platform and AI strategy with decision makers, and ensure GitLab is viewed as a strategic, long-term partner at the highest levels of the organisation.</li>\n</ul>\n<p>Requirements:</p>\n<ul>\n<li>Ability to drive complex B2B software sales cycles and build trusted relationships with commercial and mid-market customers, ideally in a Commercial Account Executive or similar sales role serving mid-market customers.</li>\n</ul>\n<ul>\n<li>Ability to quickly learn and sell a complex AI-powered SaaS or DevSecOps platform to commercial and mid-market accounts, including identifying, engaging, and breaking into new logos while expanding within existing customers.</li>\n</ul>\n<ul>\n<li>Excellence in operational rigor for deal management in Salesforce and Clari (or similar CRM and forecasting tools), with the ability to create reliable forecasts, manage a large, active pipeline, and run your territory using both insight and data.</li>\n</ul>\n<ul>\n<li>Proven success managing and closing larger, more complex commercial deals using multi-threading, MEDPICC, Command of the Message, and strong negotiation and executive coverage strategies.</li>\n</ul>\n<ul>\n<li>Self-starter who acts as a manager of one for territory account planning, quarterly and annual KPI execution, and driving new business acquisition and expansion through consultative, multi-stakeholder sales motions that align to customer outcomes.</li>\n</ul>\n<ul>\n<li>Demonstrated ability to mentor and coach peers, share knowledge and learnings across the team, and take on additional team-level responsibilities that elevate overall performance, support ramping team members, and contribute to collective goal achievement.</li>\n</ul>\n<ul>\n<li>Effective communication and interpersonal skills, with the ability to articulate GitLab’s value at all levels of the customer organisation, lead clear and compelling customer and executive conversations, and remain calm, solutions-focused, and resilient under pressure.</li>\n</ul>\n<p>About the team: The Commercial Sales team is responsible for driving growth and long-term value for GitLab customers in the Commercial segment. 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You&#39;ll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you&#39;ll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across key industry verticals.</p>\n<p><strong>Responsibilities:</strong></p>\n<ul>\n<li>Win new business and drive revenue within a book of strategic industry accounts. Own the full sales cycle from prospecting to close, identifying and developing new opportunities across multiple business units and use cases within key industry verticals</li>\n</ul>\n<ul>\n<li>Navigate complex organisational structures and build consensus among diverse stakeholder groups. 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Identify a robust set of business drivers behind all opportunities</li>\n</ul>\n<ul>\n<li>Inform product roadmaps and features by gathering customer feedback and conveying key industry market needs. Provide insights that strengthen our value proposition and enhance the customer experience within industry verticals</li>\n</ul>\n<ul>\n<li>Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise sales productivity and consistency across key industry verticals</li>\n</ul>\n<p><strong>You may be a good fit if you:</strong></p>\n<ul>\n<li>10+ years of enterprise sales experience with a proven track record of closing complex deals with strategic accounts. Experience managing sophisticated sales cycles and securing deals with extended timelines and multiple stakeholders across key industry verticals</li>\n</ul>\n<ul>\n<li>Experience selling emerging technologies or complex solutions to large industry enterprises. Ability to navigate technical evaluations and translate complex capabilities into business value for industry-specific use cases</li>\n</ul>\n<ul>\n<li>Strong executive presence with demonstrated ability to engage C-suite executives and senior stakeholders. Experience presenting to boards and aligning solutions with strategic business initiatives within key industry verticals</li>\n</ul>\n<ul>\n<li>Exceptional relationship building skills with proven ability to develop multi-threaded relationships across large organisations. 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