Fractional Revenue Cycle Specialist

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 As a New Business Account Executive, you’ll play an important role in GitLab’s growth for the Nordics. You’ll focus on acquiring net-new customers and expanding our market presence. You’ll build relationships with C-level and senior technical buyers at high-growth companies, manage the full sales cycle from first outreach to close, and create your own pipeline through consistent, high-quality prospecting. In this greenfield territory, you’ll support change and innovation, help customers navigate their decision process, and act as a trusted partner to new customers as they adopt GitLab’s AI-powered DevSecOps platform. You’ll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success. You’ll report to the Director of New Business Sales and contribute to GitLab’s revenue trajectory and position in a dynamic market. WHAT YOU’LL DO * Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts for our Nordics market * Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels * Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive-level priorities * Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus * Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects * Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs * Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting * Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement WHAT YOU’LL BRING * 5+ years of experience in B2B SaaS sales focused on net-new logo acquisition and new business development * Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers * Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures * Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups * Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence * Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense * Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration * Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills * Language skills in Swedish or Danish ABOUT THE TEAM The New Business team is responsible for driving net-new logo acquisition and expanding GitLab’s presence in untapped markets. Operating like a startup within GitLab, the team is made up of New Business Account Executives partnered with a dedicated SDR pod and supported by Sales Engineering, Marketing, and Customer Success, collaborating asynchronously across multiple regions and time zones. The team focuses on building greenfield territories, breaking into accounts where GitLab is not yet known, and creating repeatable, high-velocity motions for complex, multi-stakeholder deals. The primary opportunities ahead include accelerating adoption of GitLab’s AI-powered DevSecOps platform in high-growth segments, refining our outbound strategies based on real-time market feedback, and sharing insights that shape our go-to-market approach.   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.

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career. ABOUT THE TEAM The Financial Crimes team plays a critical role in ensuring a healthy financial ecosystem and maintaining trust in Stripe's platform. We ensure that prohibited parties cannot utilize our services and identify bad actors engaging in money laundering, terrorist financing, or other financial crimes. As Stripe’s user base and global footprint grows dramatically, this team is essential for mitigating risk and upholding regulatory compliance, directly contributing to Stripe's mission of increasing the GDP of the internet safely and responsibly.   WHAT YOU’LL DO As a Risk Operations Analyst you will be working to ensure our policies, operations, and workflows align to the needs of our financial partners. You will be accountable for workflows impacting a variety of cross-functional internal and external stakeholders to identify and assess regulatory, contractual, and partner risk. Further, you will influence and advise operational teams in building out scalable operational processes to ensure compliance with service level agreements, routine reporting, and overall risk mitigation. RESPONSIBILITIES * Demonstrate sound judgment and an ability to navigate non-binary, high-risk decisions. * Adhere closely to process while still constantly questioning assumptions, suggesting improvements, and balancing user experience with compliance requirements. * Effectively and clearly communicate with other Stripes, Stripe's users, and Stripe's financial partners. * Identify and assess financial crime risks, conduct reviews using data analysis, and monitor for suspicious activity and trends. * Facilitate the re-design of business processes including clarifying, identifying issues, and facilitating changes to attain the highest levels of efficiency, control, and compliance. * Help build and scale processes across the financial crimes operations eco-system. * Identify gaps in current systems, policies and strategies, and recommend enhancements and process improvements to mitigate emerging risks through a collaborative approach with stakeholders. WHO YOU ARE We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 5+ years of experience in risk management, compliance, or financial operations. * Understanding of FinCrime red flags, its typologies, and how they can be identified. * Experience in developing/implementing process improvements. * Analytical and demonstrates reasoned logic to decision making and judgements, considers external/internal factors and is able to recommend solutions in complex situations. * Effective communication skills with the ability to produce clear, precise and concise written and presentation materials. * Ability to analyze feedback patterns and use these insights to drive process and product improvements. * Policy Development & Regulatory Knowledge: Proven track record developing compliance policies and procedures for payment processing environments. * Risk Assessment: Experience conducting merchant risk assessments, transaction monitoring, and implementing risk-based compliance controls.  * Operational Management & Scaled Operations: Experience driving operational outcomes and managing large-scale operations through vendor partnerships, third-party integrations, and automated solutions to achieve efficiency and scalability in compliance processes. PREFERRED QUALIFICATIONS * Data analysis tools such as SQL * Experience in transaction monitoring or financial investigations, Sanctions, AML/EDD/KYC/KYB * Knowledge of payment processing systems and associated risks

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 As a Senior Solutions Architect in GitLab's Central EMEA team, you'll be a trusted advisor to GitLab prospects and customers, helping them understand how GitLab's DevSecOps platform addresses both technical requirements and business objectives across the entire software development lifecycle. You'll guide organizations through their digital transformation journeys, from planning through monitoring, using your technical expertise, understanding of cloud and modern software development practices, and strong customer empathy. Reporing to a regional Solutions Architect manager and partnering closely with Account Executives and cross-functional teams, you'll own technical evaluations (including proof of value initiatives and workshops), shape solution architectures, and serve as the voice of the customer back to Product Management. You'll focus on driving successful platform adoption, influencing revenue growth through solution selling, and building long-term, trust-based relationships that showcase GitLab's differentiated position in an AI-driven DevSecOps landscape. WHAT YOU’LL DO * Lead technical discovery, demos, and validation to show how GitLab's AI-powered DevSecOps platform meets customers' technical and business needs across the full lifecycle. * Drive the technical evaluation process as the directly responsible individual, including solution design, POC/POV ownership, workshop design, and the technical components of tenders, audits, and value stream assessments. * Collaborate with Account Executives and regional sales teams across Central EMEA to shape and execute account strategies that support new customer acquisition and expansion. * Build and deepen relationships with technical practitioners and business leaders, guiding them through GitLab-driven transformation and enabling them to become GitLab advocates. * Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices, challenging existing approaches to improve return on investment. * Serve as the voice of the customer with Product Management, Engineering, Sales, and Marketing by sharing feedback, use cases, and competitive insights that inform roadmap and positioning. * Maintain and extend your technical expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral for customers and partners. * Invest in your own growth and development through ongoing learning, mentorship, and knowledge sharing to continuously improve the impact of the Solutions Architect team. WHAT YOU’LL BRING * 8+ years of experience engaging with customers in technical pre-sales, consulting, or similar roles, guiding them through solution design and evaluation. * Proficiency with the end-to-end software development lifecycle, including modern DevSecOps practices and continuous integration and continuous deployment workflows. * Hands-on experience with GitLab or comparable source control, CI/CD, and collaboration platforms, and the ability to map platform capabilities to customer use cases. * Practical knowledge of cloud computing concepts and related technologies, with the ability to discuss deployment, security, and operations options with technical teams. * Ability to lead technical evaluations such as proofs of concept or proofs of value, contribute to tenders or audits, and design and run workshops or value stream assessments. * Clear technical communication and presentation skills, with the ability to adapt messages for practitioners through to senior business and technical decision makers. * Skill in building trusted relationships, listening with empathy, and acting as a customer advocate to internal teams such as Product, Engineering, Sales, and Marketing. * Motivation to continuously develop professionally, including learning new technologies, deepening GitLab platform expertise, and applying transferable experience from related fields. ABOUT THE TEAM We, the Solutions Architect team, are part of GitLab's Sales organization and serve as the technical counterpart to Account Executives, with this role focused on opportunities across Central EMEA and reporting into a regional Solutions Architect Manager. Our mission is to help customers realize the full value of GitLab's AI-powered DevSecOps platform by advising on architecture, running technical evaluations such as proofs of value, and guiding customers through their digital transformation. We work closely with Sales, Product Management, Engineering, and Marketing, collaborating asynchronously across regions to share best practices, create reusable technical collateral, and act as the voice of the customer. We are focused on helping customers modernize end-to-end software delivery, adopt GitLab at scale, and navigate a rapidly evolving AI and DevSecOps landscape. 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.