SMB New Business Account Executive - GitLab

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. With over 50 million registered users, GitLab is trusted by more than 50% of the Fortune 100 to ship better, more secure software faster.

Our team embraces AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows. GitLab is a place where careers accelerate, innovation flourishes, and every voice is valued, driven by our values and continuous knowledge exchange.

The Role

This is a 100% remote role based in the US and Canada. As a Small and Medium Business (SMB) Account Executive focused on New Business, you will exclusively acquire new GitLab customers. You will manage a territory of free GitLab users, trial users, engaged leads, and cold prospects, utilizing both inbound and outbound sales strategies to build relationships and business cases from the ground up. You will lead consultative sales conversations, connecting customer challenges to GitLab's value, and help shape the playbook for winning new customers.

GitLab develops the most comprehensive artificial intelligence-powered platform for software development, security, and operations (DevSecOps). Our mission is to enable everyone to contribute to and co-create the software that powers our world.

What You’ll Do

• Build and maintain a pipeline of new business opportunities by engaging inbound leads, identifying promising prospect signals, and proactively reaching out to free users and other SMB prospects.
• Develop, test, and improve the outbound and new-customer acquisition playbook, including creative prospecting approaches and campaigns.
• Own your territory and prospect accounts: use data and industry research to identify key stakeholders, understand business needs, and document buying criteria, decision processes, next steps, and owners.
• Manage the full sales cycle from initial contact to close, engaging technical audiences and decision-makers, building business cases, and using GitLab's sales frameworks: MEDPICC for qualifying opportunities and Command of the Message for communicating value.
• Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing to develop account strategies and win new business.
• Achieve monthly and quarterly targets for new customer count and booked annual recurring revenue.
• Analyze wins and losses, share lessons and prospect feedback with Sales, Marketing, technical teams, and Product Development, contribute product ideas to the public issue tracker, and document improvements in the sales handbook.
• Build your knowledge of GitLab's product, market, and related technologies, and acquire industry-standard certifications to strengthen your technical credibility.

What You’ll Bring

• Experience in information technology through sales, technical consulting, customer success, marketing, or customer service, with a demonstrated record of outbound prospecting, securing meetings, winning business, and building business cases for new accounts.
• Strong communication and relationship-building skills, including discovery, identifying customer pain points, presenting solutions, negotiating, and closing.
• Experience taking ownership of prospecting, following up through setbacks, and delivering results while working in accordance with GitLab's values.
• Experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
• A basic understanding of application lifecycle management and its related technologies, and a willingness to learn GitLab and Git.
• A commitment to improving your skills and contributing to team learning through training, reading, and mentorship.
• The ability to travel when needed and comply with GitLab's travel policy.
• Preferred: An understanding of business-to-business software, open source software, and the developer product space.

About the Team

We collaborate with Sales Development, Solution Architecture, Digital Marketing, and our partner ecosystem to develop prospect accounts and win new business. You'll share customer insights with Product Development, Sales, and Marketing to improve how we reach and support prospective customers.

Important Note on Qualifications

We welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.