New Business Commercial Account Executive, GitLab
United Kingdom
+ Employee Stock Purchase Plan
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
+ Employee Stock Purchase Plan
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- 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
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement
- If you're excited about this role, please apply and allow our recruiters to assess your application
What the job involves
- As a New Business Account Executive, you’ll play an important role in GitLab’s growth
- You’ll focus on acquiring net-new customers and expanding our market presence
- You’ll build relationships with C-level and senior technical buyers at high-growth companies, manage the full sales cycle from first outreach to close, and create your own pipeline through consistent, high-quality prospecting
- In this greenfield territory, you’ll support change and innovation, help customers navigate their decision process, and act as a trusted partner to new customers as they adopt GitLab’s AI-powered DevSecOps platform
- You’ll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success
- You’ll report to the Director of New Business Sales and contribute to GitLab’s revenue trajectory and position in a dynamic market
- 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
- Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting
- Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement
- 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
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $435m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
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