GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
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 into untapped territories. You'll work with sophisticated buyers at high-growth companies and enterprises, navigating complex sales cycles while maintaining the velocity and hunger of a true new business professional.
This is a greenfield opportunity for someone who combines enterprise-level sophistication with startup velocity – you'll need to think strategically while executing with urgency. You know how to sell innovation and change through customer vision expansion, compressing decision cycles while building trust at the C-level. You'll own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximise every opportunity. You're a hunter at heart who thrives on breaking into new accounts and building relationships from scratch.
As a creative and self-motivated sales professional, you'll be expected to prospect daily, run multiple customer meetings, and maintain exceptional pipeline hygiene. Your success will directly impact our company's growth trajectory and market position.
What You’ll Do
- Own the full new logo acquisition cycle from prospecting through close
- Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating 40-50% 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 prioritisation 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 quarterly and annual quotas (New logo count) while maintaining high activity levels and pipeline velocity metrics
What You’ll Bring
- 3-5+ years of B2B SaaS sales experience with at least 1 years focused on new business development and net-new logo acquisition
- Proven track record as a top performer with success in closing new logos
- Hunter 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 energised 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
About the team
Our New Business team operates like a startup within the company – we're builders, prospectors, and market makers who are constantly thinking about our next deal and strategising our account plans. We're not looking for order-takers; we want sales professionals who get energised by new opportunities and thrive on breaking into accounts that have never heard of us.
The team culture is built on drive, accountability, and continuous improvement (growth mindset). We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and push each other to be better every day. You'll be surrounded by other top performers who are passionate about their craft and committed to building something special.
You'll report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. We invest heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement. Come and be a part of this team as we look to build something new!
Hiring Process
- Recruiter Screen
- Hiring Manager IV
- Panel IV
- RVP IV
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
