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GitLab · 14 hours ago

New Business Account Executive - West

United States

Full-time

Remote

Entry, Mid Level

$66K/yr - $117K/yr

GitLab is an open-core software company that develops an AI-powered DevSecOps Platform, and they are seeking a New Business Account Executive to help acquire new customers and expand market presence. The role involves managing the full sales cycle, building relationships with key stakeholders, and collaborating with various teams to drive GitLab’s growth in untapped markets.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

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

Qualification

B2B SaaS salesNew business developmentTerritory managementSalesforce proficiencyConsultative sellingPipeline generationDiscovery skillsMulti-stakeholder engagementDynamic environment adaptabilityRelationship-building

Required

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