New Business Commercial Account Executive, GitLab
Financial Services
$66-117k
+ Employee Stock Purchase Plan + Incentive Pay
Salesforce
Outreach
Junior and Mid level
Remote from US
One DevOps platform
Open for applications
One DevOps platform
1001+ employees
B2BSaaSDevOps
Open for applications
$66-117k
+ Employee Stock Purchase Plan + Incentive Pay
Salesforce
Outreach
Junior and Mid level
Remote from US
1001+ employees
B2BSaaSDevOps
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
- B2B SaaS sales experience with a strong focus on new business development and net-new logo acquisition in the United States or similar high-growth markets
- Proven track record of owning full-cycle deals in greenfield or underpenetrated territories, consistently moving opportunities from initial engagement through close and finishing as a top performer (for example, top 10-20%) in closing new logos
- Experience managing fast-paced, complex B2B sales cycles with multiple stakeholders, using a consultative, value-based approach and familiarity with consumption-based or usage-based business models to articulate value beyond traditional licensing
- Strong discovery and qualification skills, with the ability to work cross-functionally with Sales Development, Solutions Architects, Customer Success, and Marketing to run evaluations, proofs of concept, and seamless handoffs to post-sale teams while building compelling business cases for C-level stakeholders
- Familiarity with modern sales methodologies (for example, MEDDPICC and Command of the Message) and demonstrated ability to help streamline sales cycles while managing multiple active opportunities with accurate forecasting and strong Salesforce hygiene
- Excellent communication, storytelling, and presentation skills with the ability to build appropriate urgency when needed, influence internal and external stakeholders, and stay composed in dynamic or challenging situations, supported by a strong work ethic, sense of ownership, and motivation to succeed
- Adaptable and coachable approach you have a track record of excelling in a dynamic, high-velocity, all-remote environment, work in line with GitLab's values, use GitLab and our sales tech stack in your daily work, and continuously iterate based on market and customer feedback
- Proficiency with a modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- We're looking for proactive sales professionals who get energised by new opportunities and enjoy opening doors with accounts that may not know us yet
- 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
What the job involves
- As a New Business Account Executive in the United States, you'll be at the forefront of GitLab's growth strategy, exclusively focused on acquiring new logos and expanding our market presence across the US
- You'll work with sophisticated buyers at high-growth companies and enterprises, navigating complex sales cycles while maintaining a high pace in building pipeline and progressing deals as a new business professional
- You'll guide prospects through their first evaluations of GitLab’s AI-powered DevSecOps platform, building a healthy, sustainable pipeline that translates into new Net ARR and long-term opportunity
- In this role, you'll act as a key connector between prospective customer stakeholders and GitLab's field organization so prospects see GitLab as a trusted partner from the very first interaction through close
- You'll work to build a greenfield, fully remote US territory, establish repeatable new logo sales motions, and regularly forecast and report on deal progress, prospecting activities, and pipeline health
- This is a greenfield opportunity for someone who combines enterprise-level sophistication with startup velocity
- You'll need to think strategically while executing with urgency
- You know how to sell innovation and change through customer vision expansion, compressing decision cycles while building trust at the C-level
- You'll own the entire sales cycle from initial outreach through close
- You'll build your own pipeline while collaborating with marketing and SDRs to maximize every opportunity
- You consistently drive proactive outbound prospecting to break into new accounts and build relationships from scratch
- Own the full new logo acquisition cycle for your US 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 US-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 your US patch within 30 days, identifying high-value targets and creating a qualified account prioritization 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 (for example, MEDDPICC and 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 territory
- Consistently meet or exceed quarterly and annual goals (new logo count) while maintaining sustainable activity levels and strong pipeline health metrics
- The New Business Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with customers across high-growth and enterprise segments in the United States
- As a New Business Account Executive, you'll join a distributed, all-remote team that works asynchronously across the US and partners closely with GitLab's solutions architects, marketing, sales development, and customer success teams
- We value transparency, collaboration, and a growth mindset, and we support one another through shared territory planning, regular deal strategy sessions, and ongoing knowledge sharing focused on establishing and expanding relationships within greenfield accounts
- Our New Business team operates like a startup within the company – we're innovators, prospectors, and market makers who stay close to our customers and continually refine our account strategy
- The team culture is built on drive, accountability, and continuous improvement (growth mindset)
- We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and support each other in getting better every day
- You'll be surrounded by colleagues who are passionate about their craft and committed to building something special
- You'll report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success
- We invest heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement
- Come and be a part of our team and help us build something special in the US market
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
Top investors
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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