New Business Account Executive State Local and Education
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 customer accounts within the State, Local and Education market. You will generate pipeline through high-volume outbound prospecting, lead discovery meetings, develop territory plans, manage complex sales cycles, and coordinate technical evaluations and post-sale transitions. You will use sales methodologies to qualify opportunities, maintain accurate Salesforce records and forecasts, and exceed quota targets.
Requirements
- B2B SaaS sales experience focused on new business development and net-new logo acquisition
- Proven success closing new logos
- Pipeline generation and greenfield territory-building experience
- Experience with consumption-based or usage-based business models
- Consultative discovery and qualification skills for C-level stakeholders
- Ability to manage multiple complex opportunities and compress sales cycles
- Executive-level communication, storytelling, and presentation skills
- Proficiency with Salesforce, Clari, Outreach, ZoomInfo, Cognism, LinkedIn Sales Navigator, Gong, and 6sense
Responsibilities
- Own the full new-logo acquisition cycle
- Build and maintain 3–4x pipeline coverage through high-volume prospecting
- Execute daily prospecting through cold calling, email sequences, social selling, and outbound strategies
- Run discovery meetings and articulate value propositions for executive stakeholders
- Navigate complex sales processes with C-level executives, IT leaders, and buying committees
- Develop and execute strategic territory plans and account prioritization strategies
- Partner on technical evaluations, proof of concepts, and post-sale transitions
- Use MEDDPICC and Command of the Message to qualify opportunities and manage deal velocity
- Maintain detailed Salesforce records, competitive intelligence, and accurate forecasts
- Exceed quotas while maintaining pipeline velocity and activity levels
Benefits
- Health, financial, and well-being benefits
- Flexible paid time off
- Team Member Resource Groups
- Equity compensation and employee stock purchase plan
- Growth and Development Fund
- Parental leave
