New Business Account Executive, SLED

GitLab

8d•Remote

About The Position

As a New Business Account Executive - State, Local and Education (SLED) Integrators, you'll be at the forefront of GitLab’s growth strategy, exclusively focused on acquiring new logos and expanding our market presence within the SLED contractor community. You'll work with a variety of organizations, navigating sales cycles while maintaining the high velocity of a true new business seller breaking into new accounts and building relationships from scratch. This is a greenfield opportunity for someone who combines a strong ability to sell with a startup mentality. In this role, you’ll sell innovation and change to net new customers, compressing decision cycles while building trust at the leadership level. You'll 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 our company's growth trajectory and market position. This person MUST be currently located in the US.

Requirements

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

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