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GitLab · 1 month ago

New Business Account Executive - East

United States

Full-time

Remote

Mid, Senior Level

$66K/yr - $117K/yr

GitLab is an open-core software company that develops a comprehensive AI-powered DevSecOps Platform. As a New Business Account Executive, you will focus on acquiring new clients and expanding GitLab’s market presence, navigating the sales cycle and building relationships from scratch.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

Own the full new logo acquisition cycle

Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating the majority of your time to pipeline generation

Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities

Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels

Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees

Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy

Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions

Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue

Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting

Exceed quotas while maintaining high activity levels and pipeline velocity metrics

Qualification

B2B SaaS salesNew business developmentPipeline generationConsultative sellingSalesforce proficiencyExecutive-level presentationsWork ethicAdaptabilityCommunication skills

Required

Strong B2B SaaS sales experience with an emphasis on new business development and net-new logo acquisition

Proven track record as a top performer with success in closing new logos

Strong prospecting mentality with exceptional pipeline generation skills – you've built territories from scratch and created demand in greenfield accounts

Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing

Strong discovery and qualification capabilities using consultative selling approaches to uncover business pain and build compelling business cases for C-level stakeholders

Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals)

Relentless work ethic and competitive drive – you're energized by prospecting, motivated by competition, and have an insatiable desire to win

Adaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedback

Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations that drive urgency

Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense

This person MUST be currently located in the Eastern Timezone of the US