You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab.

Reporting to an Area Sales Manager and partnering closely with business development, marketing, and technical teams, you'll run the full sales process: shaping the customer's journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses.

In your first year, you'll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

Key responsibilities include:

• Reporting to an Area Sales Manager and owning a broad book of Enterprise business, from new prospects to growing existing accounts.

• Managing the full sales cycle for Enterprise prospects, from discovery and solution alignment through negotiation and close.

• Supporting GitLab for Enterprise prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.

• Analyzing wins and losses, contributing to root cause analyses, and sharing lessons learned with account managers, marketing, and technical teams.

• Documenting and maintaining accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.

• Contributing to improving our sales handbook and processes by documenting best practices and opportunities for refinement.

• Providing account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.

• Representing the voice of the customer by contributing product feedback and ideas to our public issue tracker.

You'll bring:

• Proven success in software sales, ideally in a Enterprise market context, managing a varied book of business.

• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.

• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.

• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.

• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.

• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.

• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.

• Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.

• Fluent German language skills.

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This role requires deep understanding of the diverse nonprofit landscape across EMEA, including international development organisations (INGOs), humanitarian agencies, foundations, and charitable trusts. You'll navigate varying regulatory frameworks, data protection requirements (including GDPR), and cultural contexts while building relationships across multiple time zones and languages.

The ideal candidate will be an exceptional salesperson with experience selling into EMEA markets , and specifically into French-speaking contexts , a passion for developing new market segments, and the ability to operate autonomously while partnering closely with SF-based teams. By driving deployment of Anthropic's emerging products in the EMEA nonprofit sector, you will help organisations amplify their social impact while advancing the ethical development of AI.

Responsibilities:

• Win new business and drive revenue for Anthropic within EMEA nonprofit organisations, including INGOs, foundations, charitable trusts, and social enterprises. Own the full sales cycle from first outbound to launch, managing complex procurement processes across multiple jurisdictions

• Design and execute innovative sales strategies tailored to EMEA market dynamics, regulatory environments, and cultural contexts. Analyse market landscapes across UK, EU, and emerging markets to translate high-level plans into targeted sales activities

• Navigate complex stakeholder ecosystems including executive directors, trustees, programme officers, IT departments, and procurement committees across multiple geographies, building consensus in organisations with federated or matrix structures

• Serve as the regional expert on EMEA nonprofit market dynamics, regulatory requirements, and competitive landscape. Provide insights that strengthen our value proposition and inform product roadmaps for international deployments

• Build strategic relationships with EMEA nonprofit technology platforms, consultants, sector networks (e.g., Bond, NCVO, European Foundation Centre), and sector influencers to expand market reach

• Partner effectively with SF-based teams across time zones, contributing to global sales methodology development while adapting playbooks and best practices for EMEA markets

• Ensure all sales activities comply with relevant data protection regulations (GDPR, UK GDPR) and address customer concerns about data sovereignty, processing locations, and privacy frameworks

You May Be a Good Fit If You Have:

• 5+ years of experience prospecting and closing leads in EMEA markets, with particular focus on Francophone markets (France, Belgium, Switzerland, and Francophone Africa , Senegal, DRC, Côte d'Ivoire, and others) and broader European market contexts

• Proven ability to manage complex, multi-country sales cycles and navigate varying procurement frameworks, budget cycles, and approval processes across EMEA

• Experience managing six-figure enterprise deal cycles

• Experience selling to organisations with federated structures, matrix decision-making, or multi-entity governance (e.g., international federations, umbrella organisations)

• Strong understanding of GDPR and data protection requirements, with ability to address customer concerns about AI, data processing, and privacy

• Demonstrated history of exceeding quota while operating autonomously across time zones with limited direct supervision

• Excellent communication skills with ability to adapt style across cultural contexts and present confidently to stakeholders from diverse backgrounds

• Fluency in English required; native or professional fluency in French required. Proficiency in additional languages (Spanish, Arabic) a plus.

• Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly

• Interest in or passion for social impact and mission-driven work

Strong Candidates May Also Have:

• Experience selling to or working with EMEA nonprofit organisations, INGOs, foundations, or government/bilateral agencies (e.g., FCDO, GIZ, EU institutions)

• Understanding of international development funding mechanisms, including institutional donors, bilateral agencies, and European foundation giving

• Familiarity with nonprofit technology ecosystems popular in EMEA, including CRMs (Salesforce NPSP, Blackbaud, CiviCRM), and platforms like Raiser's Edge

• Active involvement in the EMEA nonprofit community through board service, volunteering, or prior employment

• Experience navigating complex procurement with major INGOs (e.g., Save the Children, Oxfam, MSF, IRC) or large UK charities

• Understanding of specific nonprofit verticals in EMEA contexts (humanitarian, development, environment, health, migration)

• Existing network within Francophone nonprofit, INGO, or social sector communities strongly preferred

Logistics:

Location: London or Dublin preferred.

Travel: Up to 40% travel within EMEA for customer meetings and events; quarterly travel to SF headquarters expected.

Education: Bachelor's degree or equivalent experience.

Visa Sponsorship: We sponsor visas where possible and retain immigration support for successful candidates.

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:€205.000-€250.000 EUR

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dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases. As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter.

As a Senior Product Marketing Manager at dbt Labs, you will play a pivotal role in shaping the market perception of dbt,the industry standard that helps organisations build, manage, and analyse data at scale for analytics and AI,building compelling narratives, driving product adoption, and shaping how our products are used and understood by our enterprise customers. This role is perfect for someone who’s as comfortable digging into the details of dbt features and our users’ needs as they are with telling a big-picture story about where our platform and industry are headed.

Responsibilities

• Drive the go-to-market strategy for dbt, and specifically features that position dbt for AI workflows and use cases, working closely with Product, Marketing, and Field teams to identify and address target buyer personas, challenges, and opportunities.
• Craft product positioning and messaging with clear, differentiated positioning for dbt, grounded in customer insights, market context, and roadmapped innovations.
• Develop and execute marketing campaigns that clearly articulate the value and unique advantages of dbt.
• Collaborate closely with Product and Engineering to shape product strategy, using competitive, customer, and market insights to influence our product roadmap.
• Create and maintain a core bill of materials including web content, messaging guides, solutions briefs, product videos, pitch decks, email sequences, and internal enablement materials for the dbt.
• Develop and execute product launch and campaign strategies that drive pipeline for net new customer and expansion opportunities.
• Create and maintain internal sales tools like playbooks that reflect a high degree of customer understanding and empathy.
• Work with Revenue Marketing teams to ensure strategic narratives and product messaging are delivered consistently at every touchpoint.
• Measure and report on the effectiveness of marketing campaigns, using insights to drive continuous improvement.

Qualifications

• 4+ years of experience in product marketing, preferably within the data analytics domain.
• A proven track record of developing and executing successful marketing campaigns for B2B software products.
• Strong understanding of the data analytics industry and its challenges, with the ability to translate complex concepts into clear, compelling messaging.
• Exceptional written and verbal communication skills, with a talent and passion for storytelling.
• Experience working with cross-functional teams, demonstrating strong leadership and collaborative abilities.
• Demonstrated analytical skills, with the ability to leverage data to inform marketing strategies and decisions.

Preferred upcoming

• Prior experience working at a data analytics, AI, and/or open source software company
• Familiarity with the modern analytics stack, and a strong grasp of market dynamics within it
• Experience as an end-user of dbt, and/or experience as a data analyst, data engineer, or data scientist

Compensation & Benefits

• Annual Salary: $150,000 - $200,000 USD
• Equity Stake
• Benefits

dbt Labs offers:

• Unlimited vacation (and yes we use it!)
• 401k
• Pension Plan
• 16 weeks Paid Parental Leave
• Wellness stipend
• Home office stipend, and more!

*Equity or comparable benefits may be offered depending on the legal limitations

What to expect in the hiring process

• Interview with Talent Acquisition Partner
• Interview with Hiring Manager
• Team Interviews
• Final Round Values Interview

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences.

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You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab.

Reporting to an Area Sales Manager and partnering closely with business development, marketing, and technical teams, you'll run the full sales process: shaping the customer's journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses.

In your first year, you'll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

Responsibilities:

• 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 Commercial prospects, from discovery and solution alignment through negotiation and close.

• Support GitLab for Commercial 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.

Requirements:

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.

• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.

• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.

• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.

• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.

• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.

• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.

• Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.

• Fluent German language skills (required).

About the team:

The Mid-market Sales team focuses on helping growing organisations adopt and expand GitLab's AI-powered DevSecOps platform across their software delivery lifecycle.

You'll join a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment.

We partner closely with marketing, sales development, and technical teams to run an efficient, transparent sales process, document what works in our sales handbook, and represent the voice of the customer back into GitLab.

We focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings from wins and losses to continuously improve how we sell and support GitLab.

How GitLab Supports Full-Time Employees:

• Benefits to support your health, finances, and well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental leave.

• Home office support.

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You'll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab.

Reporting to a Regional Sales Director and partnering closely with business development, marketing, and technical teams, you'll run the full sales process: shaping the customer's journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses.

In your first year, you'll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

Responsibilities:

• Report to a Regional Sales Director and own a broad book of 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 for 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.

Requirements:

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.

• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.

• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.

• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.

• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.

• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.

• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.

• Alignment with GitLab's values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.

• Fluent Italian language skills (required).

About the team:

The Mid-market Sales team focuses on helping growing organisations adopt and expand GitLab's AI-powered DevSecOps platform across their software delivery lifecycle.

You'll join a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment.

We partner closely with marketing, sales development, and technical teams to run an efficient, transparent sales process, document what works in our sales handbook, and represent the voice of the customer back into GitLab.

We focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings from wins and losses to continuously improve how we sell and support GitLab.

How GitLab Supports Full-Time Employees:

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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