New Business Commercial Account Executive, GitLab
Financial Services
$66-117k
+ Eligible for incentive pay targeted at up to 100% of the offered base salary. + Equity Compensation & Employee Stock Purchase Plan
One DevOps platform
Job no longer available
One DevOps platform
1001+ employees
Job no longer available
$66-117k
+ Eligible for incentive pay targeted at up to 100% of the offered base salary. + Equity Compensation & 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, ideally with exposure to DevSecOps, software development tools, or adjacent solutions that support the software development lifecycle
- Proven track record of driving complex, multi-stakeholder sales cycles from prospecting through close, consistently generating new pipeline and closing new customers in greenfield or underpenetrated territories
- Background selling into strategic accounts in the Financial Services industry (such as banking, insurance, payments, or fintech), with the ability to build trusted C-level and senior stakeholder relationships across business, risk, security, and technology teams
- Understanding of Financial Services business models, regulatory environments, and compliance requirements (for example, SOX, PCI-DSS, GLBA, OCC), and the ability to connect GitLab’s AI-powered DevSecOps value proposition to customer priorities in security, risk management, and operational efficiency
- Demonstrated success building territories from scratch, including territory planning, account segmentation, and creating repeatable outbound motions that open new Financial Services accounts
- Strong discovery, qualification, and consultative selling skills, including the ability to run executive-level conversations that uncover business pain, quantify impact, and align GitLab’s platform to strategic initiatives in regulated environments
- Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence, with disciplined pipeline management and accurate, data-informed forecasting
- Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful adoption within Financial Services organizations
- Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo, Cognism, LinkedIn Sales Navigator, Gong, 6sense, or similar platforms to manage accounts, track performance, and inform territory strategy
- Effective written and verbal communication skills, including the ability to tailor messaging for different Financial Services audiences and clearly articulate business value, risk reduction, and long-term outcomes
- Comfortable working in an all-remote, asynchronous, values-driven environment as a self-directed “manager of one,” breaking work into clear milestones and partnering effectively with distributed teams
- Alignment with GitLab’s values and an interest in co-creating the future of our New Business and Enterprise Sales motion as we expand further into the Financial Services market
What the job involves
- As a New Business Account Executive for Financial Services, you’ll be at the forefront of GitLab’s growth in a high-potential, highly regulated market
- You’ll focus on acquiring net-new Financial Services customers and expanding GitLab’s presence across banking, insurance, payments, and fintech organizations in your territory
- You’ll build and lead complex sales cycles with C-level and senior technical buyers, create your own pipeline through targeted, high-quality prospecting, and guide prospects through their evaluation of GitLab’s AI-powered DevSecOps platform
- In this role, you’ll use your understanding of Financial Services business models, regulatory requirements, and software development practices to connect GitLab’s value to customer priorities in security, risk management, and operational efficiency
- You’ll report to the Director of New Business Sales and play a key role in shaping our Financial Services strategy
- You'll be building and executing outbound campaigns to engage net-new banking, insurance, payments, and fintech accounts where GitLab is not yet a strategic partner
- Leading complex evaluations with Financial Services prospects that showcase how GitLab’s AI-powered DevSecOps platform supports secure software delivery and compliance in regulated environments
- You'll own the full new logo acquisition motion for Financial Services prospects, focusing on banking, insurance, payments, and fintech organizations in your territory, with clear plans tied to pipeline and Net New ARR goals
- Build and execute strategic territory and account plans for Financial Services, including segmentation, prioritization, and multi-threaded engagement across C-level, risk, security, and technology stakeholders
- Generate and progress pipeline through consistent, high-quality prospecting into Financial Services accounts, using phone, email, social, and creative outbound channels to open new opportunities
- Run deep discovery and qualification in regulated Financial Services environments, uncovering business pain, compliance and security drivers, and connecting GitLab’s AI-powered DevSecOps platform to measurable outcomes
- Lead complex, multi-stakeholder sales cycles from first meeting through close, navigating internal decision processes, procurement, and regulatory review within large Financial Services institutions
- Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to co-create account strategies, execute evaluations and proofs of concept, and set new customers up for successful adoption
- Maintain rigorous Salesforce hygiene and forecasting discipline for your Financial Services territory, tracking activity, deal progress, and risk, and contributing insights to pipeline and forecast reviews
- Act as a trusted advisor and voice of the Financial Services customer, sharing market feedback and use cases with Sales, Marketing, and Product teams to refine our go-to-market approach and create repeatable new business motions in regulated environments
- The New Business team is a collaborative, cross-functional partner to the broader go-to-market organization, focused on building greenfield territories and breaking into high-potential accounts in strategic markets such as Financial Services
- You'll join a fully remote, globally distributed group that works asynchronously with sales, marketing, customer success, and external partners to design and execute territory plans, coordinate multi-stakeholder sales cycles, and share best practices that can scale across GitLab and regions
- Right now, we're concentrating on accelerating adoption of GitLab’s AI-powered DevSecOps platform in regulated Financial Services environments, refining our outbound and prospecting strategies through clear measurement and reporting, and helping sales and marketing leaders clearly understand and communicate the impact of new business activities on pipeline and long-term revenue
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: $434.9m
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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