Account Executive

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster. GitLab embraces AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows.

As a New Business Account Executive, you’ll play an important role in GitLab’s growth, focusing on acquiring net-new customers and expanding 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, and report to the Director of New Business Sales.

• 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.

• 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.
• Ability to work in line with GitLab's values, use GitLab and Salesforce in your daily work, and travel as needed while following company travel policies.

The base salary range for this role’s listed level is currently for residents of the United States only. The base salary range does not include any bonuses, equity, or benefits. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range: $94,800—$142,200 USD.

GitLab supports full-time employees with benefits including Flexible Paid Time Off, Team Member Resource Groups, Equity Compensation & Employee Stock Purchase Plan, Growth and Development Fund, and Parental Leave.

Apply through the provided Greenhouse link. GitLab welcomes interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. If you're excited about this role, please apply and allow our recruiters to assess your application.