# New Business Account Executive - California

**Company**: GitLab
**Location**: Remote, US
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $66,000-$117,000 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/gitlab/jobs/8330519002
**Canonical**: https://yubhub.co/jobs/job_e7646b17-e08

## Description

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.

Responsibilities:

- 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

Requirements:

- 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

About the team: 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 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.

## Skills

### Required
- B2B SaaS sales
- Net-new logo acquisition
- New business development
- Consumption-based business models
- Usage-based business models
- Discovery, qualification, and consultative selling
- Sales methodologies
- Salesforce
- Clari
- Outreach
- ZoomInfo or Cognism
- LinkedIn Sales Navigator
- Gong
- 6sense