GitLab - New Business Account Executive - Southern California
Requirements
• Experience in B2B SaaS sales focused on net-new logo acquisition and new business development • Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers • Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures • Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups • Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence • Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense • Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration • Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills • The New Business team is responsible for driving net-new logo acquisition and expanding GitLab’s presence in untapped markets. Operating like a startup within GitLab, the team is made up of New Business Account Executives partnered with a dedicated SDR pod and supported by Sales Engineering, Marketing, and Customer Success, collaborating asynchronously across multiple regions and time zones. The team focuses on building greenfield territories, breaking into accounts where GitLab is not yet known, and creating repeatable, high-velocity motions for complex, multi-stakeholder deals. The primary opportunities ahead include accelerating adoption of GitLab’s AI-powered DevSecOps platform in high-growth segments, refining our outbound strategies based on real-time market feedback, and sharing insights that shape our go-to-market approach. • The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Responsibilities
• Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts • Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels • Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive-level priorities • Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus • Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects • Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs • Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement
Benefits
• $94,800—$142,200 USD • How GitLab Supports Full-Time Employees • 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 • Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. • 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. • Country Hiring Guidelines:
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