[Hiring] New Business Account Executive @GitLab

Role Description

As a New Business Account Executive, you’ll play an important role in GitLab’s growth. 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.
• 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.

Qualifications

• 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.

Benefits

• Flexible Paid Time Off.
• Team Member Resource Groups.
• Equity Compensation & Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental leave.
• Home office support.