New Business Account Executive - East

As a New Business Account Executive, you'll be at the forefront of GitLab's growth strategy, focusing on acquiring new logos and expanding market presence.

You'll work with buyers at high-growth companies, navigating sales cycles while maintaining high velocity as a true new business seller breaking into new accounts and building relationships from scratch.

Your responsibilities include:

• Owning the full new logo acquisition cycle
• Building and maintaining a 3-4x pipeline coverage through high-volume prospecting activities
• Executing a disciplined daily prospecting cadence, including cold calling, strategic email sequences, and social selling
• Running high-quality discovery meetings, uncovering business pain points, and articulating compelling value propositions
• Navigating complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees
• Developing and executing strategic territory plans, identifying high-value targets, and creating a qualified account prioritization strategy
• Partnering with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions
• Mastering the sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue
• Maintaining exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting
• Exceeding quotas while maintaining high activity levels and pipeline velocity metrics

You bring:

• 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
• Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing
• Strong discovery and qualification capabilities using consultative selling approaches
• Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously
• Relentless work ethic and competitive drive
• Adaptability and coachability in dynamic, high-velocity environments
• Excellent communication and storytelling skills
• Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense

The base salary range for this role is $68,800-$106,200 USD.

GitLab supports full-time employees with benefits, flexible paid time off, team member resource groups, equity compensation, and a growth and development fund.