New Business Account Executive

November 26

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Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

📋 Description

• Own the full new logo acquisition cycle for your India territory from prospecting through close. • Build and maintain 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 across India-based accounts. • Run 3-5 high-quality discovery meetings per day with senior stakeholders, 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 in high-growth and enterprise organizations. • Develop and execute strategic territory plans for India, identifying high-value targets and creating a qualified account prioritisation strategy for greenfield accounts. • Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept (POCs), and ensure smooth post-sale transitions for new customers. • Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable new logo revenue. • Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting for your India territory. • Exceed quarterly and annual quotas (new logo count) while maintaining high activity levels and strong pipeline velocity metrics.

🎯 Requirements

• 3-5 years of B2B SaaS sales experience, including at least 1 year focused on new business development and net-new logo acquisition in India or similar high-growth markets. • Proven track record of strong performance in closing new logos and owning full-cycle deals. • Experience with consumption-based or usage-based business models and the ability to articulate value beyond traditional licensing to senior decision-makers. • Strong discovery and qualification capabilities using consultative, value-based selling to uncover business pain and build compelling business cases for C-level stakeholders. • Demonstrated ability to compress sales cycles, manage multiple complex opportunities simultaneously (15-20+ active deals), and maintain accurate forecasting and Salesforce hygiene. • Strong work ethic and focus on results, shown through consistently high activity levels and persistence, strong prospecting volume, a healthy sense of competition, and motivation to hit ambitious targets in a fast-paced, new-business environment. • Excellent communication, storytelling, and presentation skills with the ability to craft and deliver executive-level presentations that create urgency and align diverse stakeholders. • Proficiency with modern sales methodologies (for example, MEDDPICC and Command of the Message) and a contemporary sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

🏖️ Benefits

• Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental leave • Home office support