New Business Account Executive - California at Gitlab

This role is ideal for a hunter-style sales professional with a background in B2B SaaS who excels at building territories from scratch. Since this is a "greenfi

Work type: remote

Location: Remote, US

Salary: $66,000 – $117,000/yr

Type: Full-time

Summary

This role is ideal for a hunter-style sales professional with a background in B2B SaaS who excels at building territories from scratch. Since this is a "greenfield" West Coast territory, they are looking for someone comfortable with a high-activity startup motion within a mature organization. You should be highly proficient in modern sales stacks (Salesforce, Outreach, Gong) and have a strong grasp of DevSecOps or technical AI platforms. The compensation structure is a standout feature, offering a base of **$66k – $117k** with a standard **100% commission match**, potentially doubling your OTE. As a pioneer in the remote-work space, this company offers true "work from anywhere" flexibility, a home office stipend, and equity compensation. You’ll also benefit from a sophisticated sales methodology (MEDDPICC) that provides a top-tier environment for professional growth. **You might be a good fit if you:** * **Thrive on prospecting:** You enjoy the "empty desk" challenge of cold-calling and multi-channel outreach to land net-new logos. * **Speak "Executive":** You can confidently translate technical DevSecOps value into business impact for C-suite buyers. * **Are AI-forward:** You are eager to integrate AI tools into your daily sales workflow to stay efficient. * **Love Autonomy:** You enjoy working asynchronously and don't need a physical office to hit your targets.

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.

### Location: California

## An overview of this role

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. You’ll report to the Director of New Business Sales and contribute to GitLab’s revenue trajectory and position in a dynamic market.

## What you’ll do

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

## What you’ll bring

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 team focuses on building greenfield territories, breaking into accounts where GitLab is not yet known, and creating repeatable, high-velocity motions for complex, multi-stakeholder deals. 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.

Remote-Global
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
$66,000—$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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