Public Sector Strategic Account Executive - Canada
GitLab · Remote · Canada
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 2mo ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 3h agoon GitLab's careers page
What GitLab sells
Helps software teams ship code faster and safer
Software teams need to release new code quickly, but every change can bring security risks and rule problems. GitLab helps those teams build and ship their software with more care and less effort. Developers get more done, and the software they send out is safer.
In plain English, from their own job posts. Something wrong? Tell us
More Developer & IT tools companies →The Braun Read
Proceed with cautionA few things here deserve a hard look before you spend time on it.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Pipeline
- Mostly self-sourced. Great if you like outbound, rough if you don't.
- Time on market
- Open 80 days. Ask why it's been hard to fill.
- Company hiring
- Ramping up: posted 18 sales roles in the last 30 days.
Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
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The role
Sell GitLab's DevSecOps platform to large Canadian public sector strategic accounts. Combine new prospecting and opportunity development with account management, rollout, and adoption, partly through channel partners.
Strategic · Mixed · Outbound
Selling motion
Who you're selling to
- Buyer:
- Government accounts and public sector organizationsIn their words: “This role is a member of our Canada Enterprise Team serving government accounts.”
- Industry:
- Public sector and governmentIn their words: “experience selling into the public sector”
- Company size:
- Strategic
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- Base salary
- OTE
- Quota size
- Quota attainment
- Average deal size
- Territory
- Sales cycle length
The questions above cover the big ones.