GitLab is looking for a New Business Account Executive - East to be at the forefront of our growth strategy, exclusively focused on acquiring new logos and expanding our market presence. You'll work with buyers at high-growth companies, navigating sales cycles while maintaining the high velocity of a true new business seller.
What You'll Do
- Own the full new logo acquisition cycle.
- Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities.
- Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies.
- Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions.
- 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.
What We're Looking For
- 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.
- Experience with consumption-based or usage-based business models.
- Strong discovery and qualification capabilities using consultative selling approaches.
- Demonstrated ability to compress sales cycles while managing 15-20+ active deals simultaneously.
- Relentless work ethic and competitive drive – energized by prospecting and motivated by competition.
- Adaptability and coachability – you thrive in dynamic, high-velocity environments.
- Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations.
- Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
- Must be currently located in the Eastern Timezone of the US.
Technical Stack
- Salesforce
- Clari
- Outreach
- ZoomInfo/Cognism
- LinkedIn Sales Navigator
- Gong
- 6sense
Team & Environment
You'll report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. Our culture embraces AI as a core productivity multiplier, is high-performance and driven by values, and is built on drive, accountability, and a growth mindset.
Benefits & Compensation
- Compensation: $66,300 - $117,000 USD
- 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
Work Mode
This is a remote position. Candidates must be located in the United States.
GitLab is proud to be an equal opportunity workplace and an affirmative action employer. Our policies 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, discharge status from the military, protected veteran status, or any other basis protected by law.
