New Business Account Executive - East

GitLab

1d•$68,800 - $106,200•Remote

About The Position

GitLab is seeking a New Business Account Executive to acquire new customers and expand its market presence. The role focuses on selling to buyers at high-growth companies, breaking into new accounts, building relationships from scratch, and managing sales cycles with a high-velocity approach. The successful candidate will sell innovation and change to net-new customers, build trust with C-level stakeholders, and own the sales cycle from initial outreach through close. They will build their own pipeline and collaborate with marketing and SDRs to maximize opportunities. The New Business team operates like a startup within GitLab, focusing on prospecting, account planning, market development, and continuous improvement. The Account Executive reports to the Director of New Business Sales and works closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. GitLab provides weekly one-on-one coaching, deal strategy sessions, and ongoing enablement. This is a remote role. The United States base salary range is $68,800–$106,200 USD. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary; the stated base salary range excludes bonuses, equity, and benefits.

Requirements

Strong B2B SaaS sales experience, particularly in new business development and net-new logo acquisition.
Proven top-performer track record and success closing new logos.
Strong prospecting and pipeline-generation skills, including experience building territories from scratch and creating demand in greenfield accounts.
Experience with consumption-based or usage-based business models and the ability to articulate value beyond traditional licensing.
Strong consultative discovery and qualification skills to uncover business pain and build business cases for C-level stakeholders.
Demonstrated ability to shorten sales cycles while managing multiple complex opportunities simultaneously, including 15–20 or more active deals.
Strong work ethic and competitive drive; motivated by prospecting, competition, and winning.
Adaptability and coachability in dynamic, high-velocity environments, with a willingness to iterate based on market feedback.
Excellent communication and storytelling skills, including the ability to deliver executive-level presentations that drive urgency.
Proficiency with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

Responsibilities

Own the full new-logo acquisition cycle, from initial outreach through close.
Build and maintain pipeline coverage of 3–4x through high-volume prospecting, dedicating most work time to pipeline generation.
Maintain a disciplined daily prospecting cadence through cold calls, strategic email sequences, social selling, and other outbound strategies.
Conduct discovery meetings, identify business pain points, and present compelling value propositions to executive stakeholders.
Navigate complex, multi-stakeholder sales processes involving C-level executives, IT leaders, and cross-functional buying committees.
Develop and execute territory plans, identify high-value targets, and prioritize accounts.
Partner with Solutions Architecture and Customer Success to coordinate technical evaluations and proofs of concept and support smooth post-sale transitions.
Use MEDDPICC and Command of the Message to qualify opportunities, manage deal velocity, and drive predictable revenue.
Maintain accurate Salesforce records, including account notes, use-case documentation, competitive intelligence, and forecasts.
Exceed quotas while maintaining high activity levels and pipeline velocity.
Collaborate with marketing, SDRs, Sales Engineering, and Customer Success.