New Business Account Executive

Overview of the New Business Account Executive Role at GitLab

As a New Business Account Executive, you'll be at the forefront of GitLab’s growth strategy, exclusively focused on acquiring new logos and expanding our market presence. This role involves working with buyers at high-growth companies, navigating complex sales cycles while maintaining the high velocity of a true new business seller. This is a greenfield opportunity for someone who combines a strong ability to sell with a startup mentality, selling innovation and change to net new customers, compressing decision cycles while building trust at the C-level.

You will own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximize every opportunity. Your success will directly impact GitLab's company growth trajectory and market position. This person MUST be currently located in the Eastern Timezone of the US.

Key Responsibilities

• Own the full new logo acquisition cycle from prospecting to close.
• 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.
• Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions to executives.
• 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 for technical evaluations, POCs, and smooth post-sale transitions.
• Master our sales methodology (MEDDPICC, Command of the Message) for opportunity qualification, deal velocity, and 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.

What You’ll Bring to the Team

• Strong B2B SaaS sales experience with an emphasis on new business development and net-new logo acquisition.
• Proven track record as a top performer in closing new logos.
• Strong prospecting mentality with exceptional pipeline generation skills; experience building territories from scratch in greenfield accounts.
• Experience with consumption-based or usage-based business models and articulating value beyond traditional licensing.
• Strong discovery and qualification capabilities using consultative selling approaches 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, energized by prospecting and motivated to win.
• Adaptability and coachability, thriving in dynamic, high-velocity environments.
• Excellent communication and storytelling skills for executive-level presentations that drive urgency.
• Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

About the Team

Our New Business team operates like a startup within GitLab – we're builders, prospectors, and market makers. We seek sales professionals energized by new opportunities and thriving on breaking into new accounts. The team culture is built on drive, accountability, and continuous improvement, sharing competitive intelligence, celebrating wins, and learning quickly. You'll report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. GitLab invests heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement.

GitLab's Commitment to You

GitLab offers a range of benefits to support your health, finances, and well-being, including flexible Paid Time Off, Team Member Resource Groups, Equity Compensation & Employee Stock Purchase Plan, Growth and Development Fund, Parental leave, and Home office support. We welcome interest from candidates with varying levels of experience and encourage applications even if you don't meet every single requirement. GitLab is an equal opportunity workplace and an affirmative action employer, committed to diversity and inclusion.

Key skills/competency

• New Logo Acquisition
• Pipeline Generation
• B2B SaaS Sales
• C-level Engagement
• Salesforce CRM
• MEDDPICC Methodology
• Outbound Prospecting
• Consultative Selling
• Deal Management
• Territory Planning