New Business Account Executive

October 15

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GitLab

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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 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

🎯 Requirements

• 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.

🏖️ Benefits

• GitLab is proud to be an equal opportunity workplace and is an affirmative action employer.