New Business Account Executive
GitLab is an AI-powered DevSecOps platform that unifies the entire software development lifecycle into a single application. It helps development, security, and operations teams to collaborate and deliver software more efficiently, with security integrated at every step. The platform is trusted by millions of users and a majority of the Fortune 100.
About GitLab Inc.
GitLab is a comprehensive, AI-powered DevSecOps platform that streamlines the entire software delivery process by unifying the development lifecycle into a single application. It integrates source code management, CI/CD, security, and monitoring to help teams build, secure, and operate software more efficiently. Key features include automated security scans built into the development pipeline and AI-driven tools like GitLab Duo for code suggestions and chat, which enhance developer productivity. GitLab serves a diverse client base, from startups and open-source projects to large enterprises, including over half of the Fortune 100. The platform aims to reduce complexity, accelerate delivery cycles, and strengthen security and compliance for its users.
Skills
About the Role
You will acquire new customers and manage the complete sales cycle, from initial outreach through close. You will build pipeline through outbound prospecting, lead discovery conversations, and align the platform’s value with executive priorities. You will develop territory plans, coordinate technical evaluations and post-sale handoffs, apply MEDDPICC and Command of the Message, and maintain accurate Salesforce records and forecasts.
Requirements
- Experience in B2B SaaS sales focused on net-new logo acquisition and new business development.
- Demonstrated success building territories, generating pipeline in greenfield accounts, and closing new customers.
- Familiarity with consumption-based or usage-based business models.
- Discovery, qualification, and consultative selling skills for C-level executives and multi-stakeholder buying groups.
- Ability to manage multiple complex opportunities while maintaining prospecting and follow-up cadence.
- Proficiency with Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
Responsibilities
- Manage the full new-logo acquisition cycle from initial outreach through close.
- Build and maintain pipeline through prospecting across phone, email, social, and outbound channels.
- Run discovery meetings to identify business pain, quantify impact, and align value with executive priorities.
- Navigate complex sales cycles with executives, IT leaders, and cross-functional buying committees.
- Develop and execute strategic territory plans, account segmentation, prioritization, and engagement strategies.
- Partner with Solutions Architecture and Customer Success on technical evaluations, proofs of concept, and post-sale handoffs.
- Apply MEDDPICC and Command of the Message to qualify pipeline, progress deals, and forecast predictably.
- Maintain detailed Salesforce account notes, use cases, and competitive insights.
Benefits
- Health, financial, and well-being benefits.
- Flexible paid time off.
- Team Member Resource Groups.
- Equity compensation and Employee Stock Purchase Plan.
- Parental leave.
