New Business Account Executive- Illinois & Indiana

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.

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.

Key responsibilities include:

• Managing the full new logo acquisition cycle from first outreach through close for high-growth target accounts
• Building and maintaining strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels
• Running effective discovery meetings to uncover business pain, quantify impact, and align GitLab's value proposition with executive-level priorities
• Navigating complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus
• Developing and executing strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects
• Partnering with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs

Requirements include:

• 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