New Business Account Executive - East at Gitlab

This role is ideal for a high-energy, mid-level sales professional who thrives on the "hunt." You should have a proven track record in B2B SaaS, specifically fo

Work type: remote

Location: Remote, US

Salary: $66,300 – $117,000/yr

Type: Full-time

Summary

This role is ideal for a high-energy, mid-level sales professional who thrives on the "hunt." You should have a proven track record in B2B SaaS, specifically focused on net-new logo acquisition rather than account management. Since this position requires building a territory from scratch in a "greenfield" market, the team is looking for someone with a startup mentality who is comfortable with high-volume prospecting and navigating complex, multi-stakeholder deals at the C-suite level. The position offers a strong remote-work culture with a competitive compensation structure: a base salary of up to $117,000, plus an incentive plan of up to 100% of that base. Beyond the pay, you’ll be working with a leading DevSecOps platform at the forefront of AI integration. Perks include flexible PTO, equity compensation (ESPP), and a growth and development fund to support your career progression. **You might be a good fit if you:** * **Live in the Eastern Timezone:** This is a firm requirement for managing the "East" territory. * **Are a "Hunter" by nature:** You enjoy cold calling, social selling, and managing a high-velocity pipeline of 15-20+ active deals. * **Know the Sales Stack:** You are proficient with MEDDPICC methodology and tools like Salesforce, Outreach, and Gong. * **Are AI-Forward:** You are eager to incorporate AI tools into your daily sales workflow to increase efficiency.

Job Description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables 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.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our [values](https://handbook.gitlab.com/handbook/values/) and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. [Co-create the future with us](https://www.youtube.com/watch?v=OuZIb5zszQI) as we build technology that transforms how the world develops software.

Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

#### An overview of this role

As a New Business Account Executive, you'll be at the forefront of GitLab’s growth strategy, exclusively focused on acquiring new logos and expanding our market presence. You'll work with buyers at high-growth companies, navigating sales cycles while maintaining the high velocity of a true new business seller breaking into new accounts and building relationships from scratch.

This is a greenfield opportunity for someone who combines a strong ability to sell with a startup mentality. In this role, you’ll sell innovation and change to net new customers, compressing decision cycles while building trust at the C-level. You'll own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximize every opportunity. Your success will directly impact our company's growth trajectory and market position.

This person MUST be currently located in the Eastern Timezone of the US.What You’ll Do

Own the full new logo acquisition cycle

Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating the majority of your time to pipeline generation

Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities

Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels

Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees

Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy

Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions

Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue

Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting

Exceed quotas while maintaining high activity levels and pipeline velocity metrics

What You’ll 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 – you've built territories from scratch and created demand in greenfield accounts

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 to uncover business pain and build compelling business cases for C-level stakeholders

Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals)

Relentless work ethic and competitive drive – you're energized by prospecting, motivated by competition, and have an insatiable desire to win

Adaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedback

Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations that drive urgency

Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense

About the team

Our New Business team operates like a startup within the company – we're builders, prospectors, and market makers who are constantly thinking about our next deal and strategising our account plans. We’re looking for sales professionals who get energized by new opportunities and thrive on breaking into accounts that have never heard of us.

The team culture is built on drive, accountability, and continuous improvement (growth mindset). We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and push each other to be better every day. You'll be surrounded by other top performers who are passionate about their craft and committed to building something special.

#### You'll report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. We invest heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement. Come and be a part of this team as we look to build something new!

#LI-SK1

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range
$66,300—$117,000 USD

#### How GitLab Supports Full-Time Employees

[Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/)

[Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/paid-time-off/)

[Team Member Resource Groups](https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.)

[Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/)

[Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/)

[Parental leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave)

[Home office](https://handbook.gitlab.com/handbook/finance/expenses/#equipment) support

Please note that 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](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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.

Country Hiring Guidelines:GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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