Customer Success Manager (for US Market, based in LATAM)

Janes

Janes equips defense, government, and industry leaders with objective, accurate, and shareable data and analysis. Our experts combine advanced technology with proven tradecraft to deliver validated and contextual intelligence to assess threats, accelerate decisions, and anticipate change with confidence. We deliver our intelligence with the flexibility to fuse it with multiple sources in any system, enrich AI solutions, or access it through our portal. Job purpose:  This is an engaging and impactful role supporting the Southern Europe and Israel territory (SE&I) as a solution‑focused Business Development Manager, based in Italy. The position centres on working collaboratively with customers across Government - including Defence and the National Security community - as well as private defence industry and commercial organisations selling data-centric intelligence products and services to customers where tracking geopolitical and geoeconomic risk matters. With our help, customers can use their scarce resource more effectively, to get to better decisions with higher confidence, more quickly. We support decision advantage for our customers. You will be part of a small, supportive team of Janes colleagues within SE&I, and will work closely with the wider European Team. Your focus will be to identify opportunities, build relationships, and develop meaningful business development plans that support sustainable revenue growth in line with personal and regional goals. The Business Development Manager’s core purpose is to renew existing business in the SE&I territory and build a healthy sales pipeline that contributes to Janes’ continued growth within Defence and National Security environments. How you will contribute at Janes:  * Build trusted, long‑term relationships with key decision‑makers, influencers, and stakeholders across your accounts. * Engage confidently with senior stakeholders - internally and externally- to create positive, collaborative partnerships. * Understand individual customer needs and translate them into tailored solutions that reflect Janes’ Value Proposition. * Apply Janes’ Sales Methodology and processes to manage your pipeline, support accurate forecasting, and contribute to account growth. * Work closely with colleagues across Business Development, Customer Success, Product, Marketing, and Demand Generation to identify new opportunities, deliver effective lead‑generation plans and identify opportunities to grow accounts through upselling and cross‑selling. The required skills and experience for this role are:  * Experience in sales or business development, ideally within SE&I Government, Defence, or National Security organisations. * Strong knowledge or networks within Defence and National Security sectors. * Understanding of the SE&I geopolitical risk landscape and the role of open-source intelligence in meeting customer requirements. * Familiarity with the typical challenges faced by analysts in Defence and National Security environments. * Understanding of SE&I Defence budgeting and procurement processes. * Excellent communication and relationship‑building skills, with an organised, adaptable and positive approach. * Ability to understand and communicate Janes’ value proposition. * Fluent in both Italian and English, (Spanish advantageous). * Security Clearance a distinct advantage. This is a remote role for candidates based in Rome or the surrounding area. The role involves regular travel to client sites (approximately 50% of the time), so a valid driving licence and regular access to a car are essential. Benefits * 27 days of annual leave   * Healthy half (0.5 day leave every 6 months for wellbeing)   * Leave- study/ volunteer/ reserve forces * Pension scheme  * Learning & Development opportunities (LinkedIn Learning, Mentoring, Internal courses etc.)  Salary range: €65,000–€80,000 gross per annum, plus commission and a comprehensive benefits package. The final offer will be determined based on the successful candidate's skills, experience, market data and overall suitability for the role. Janes is committed to fair and transparent pay practices. Compensation decisions are based on objective criteria, including the requirements of the role, relevant experience, skills, market benchmarks and internal equity. If this sounds like a role where you could make an impact, we’d love to hear from you. Even if you’re not sure you meet every requirement, your experience may be a great fit - we value capability, curiosity, and a willingness to learn. *Please note that CVs must be submitted in English     ----------------------------------------------------------------------------------------------------------------------------------   LIFE AT JANES We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally. Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender. Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this.  We will always consider part time or flexible applications Job Applicants - Privacy Policy Know your rights document

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. AN OVERVIEW OF THIS ROLE This position is 100% remote and will be based in Saudi Arabia. GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted Enterprise and Mid Market accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's value. You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization. Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams. We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge to fulfill your role. WHAT YOU’LL DO * Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory. * Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs). * Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets by consistently converting qualified prospects into opportunities. * Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies. * Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach.io to maximize engagement and conversion rates. * Manage, track, and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast. * Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies, and attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities (SAOs). * Document and continuously improve Business Development Representative processes in the GitLab handbook, in partnership with your Business Development Manager, and mentor new BDR hires to help them ramp quickly and navigate key accounts. * Leverage AI tools (such as GitLab Duo, Claude, or similar) to enhance prospecting research, personalize outreach at scale, and improve the efficiency of your daily workflows, actively contributing to GitLab's culture of AI adoption. WHAT YOU’LL BRING * Positive and energetic phone skills, excellent listening skills, strong writing skills * Meet or exceed daily, weekly, and monthly KPIs * Proven experience taking initiative and independently driving projects or activities through to successful outcomes * Alignment with our values and working in accordance with those values * Knowledge of business process, roles, and organizational structure * Demonstrated persistence in pursuing goals, learning from setbacks, and continuously improving to achieve strong results * Passion about being a part of GitLab's journey * Proficiency in using Salesforce and LinkedIn Sales Navigator * Comfort using AI tools to support day-to-day work, whether for research, writing, or workflow automation, and a genuine curiosity to continuously explore how AI can improve your effectiveness as a BDR * Previous tech industry experience or experience in sales development, marketing, or sales is a plus * Proficiency in English, our company language, is required for effective communication ABOUT THE TEAM As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed.   Remote-Global 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  Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. AN OVERVIEW OF THIS ROLE This position is 100% remote and will be based in the United States and/ or Canada. GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's AI-powered DevSecOps platform. You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization. Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams. We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge to fulfill your role. WHAT YOU’LL DO * Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory. * Generate New Logo opportunities and Growth opportunities on existing customer accounts. * Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs). * Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets (e.g., Stage 1 and Stage 3 opportunities) by consistently converting qualified prospects into opportunities. * Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies. * Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach to maximize engagement and conversion rates. * Manage, track, and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast. * Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies. Attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities (SAOs). * Document and continuously improve Business Development Representative processes in the GitLab handbook in partnership with your Business Development Manager. Mentor new BDR hires to help them ramp quickly and navigate key accounts. WHAT YOU’LL BRING * Positive and energetic phone skills, excellent listening skills, strong writing skills. * Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities. * Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes. * Alignment with our values and working in accordance with those values. * Knowledge of business process, roles, and organizational structure. * Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting and sequencing tools. * Proficiency in English, our company language, is required for effective communication. * Previous tech industry experience or experience in sales development, marketing, or sales is a plus. ABOUT THE TEAM As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed. You'll partner with Account Executives, working fully remote and distributed across multiple U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks. This role provides a clear path for advancing to an Account Executive position within GitLab.   Remote-Global The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $59,000—$84,000 USD 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  Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.