69K–106K USD / year
New Business Account Executive - East
SalesRemote — United States
Published on 2026-11-05
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About this role
Own the full sales cycle for acquiring new GitLab customers, from outbound prospecting through close. Build pipeline in greenfield accounts, sell to executive and technical stakeholders, and drive new-logo growth in a high-velocity environment.
About the company
GitLab is a DevSecOps platform that brings source control, CI/CD, security, and project management into a single application. It helps engineering teams plan, build, secure, and ship software faster.
The team
New Business team; reports to the Director of New Business Sales and partners with an SDR pod, Sales Engineering, Marketing, and Customer Success.
What you'll do
- Own the full new-logo acquisition cycle, from prospecting through close
- Maintain 3–4x pipeline coverage through high-volume outbound activity
- Run discovery and build value propositions for executive stakeholders
- Manage complex, multi-stakeholder sales processes and technical evaluations
- Develop territory plans and prioritize target accounts
- Use MEDDPICC and Command of the Message to qualify and manage opportunities
- Maintain Salesforce records and accurate forecasts
- Meet quotas while sustaining activity and pipeline velocity
What we're looking for
- B2B SaaS sales experience focused on new-business development and net-new logos
- Track record of closing new customers as a top performer
- Experience building pipeline and territories from scratch
- Experience with consumption- or usage-based business models
- Strong consultative discovery, qualification, and executive communication skills
- Ability to manage 15–20+ active complex opportunities and compress sales cycles
- Competitive drive, adaptability, and coachability
- Proficiency with Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
Nice to have
- Experience with MEDDPICC and Command of the Message
Benefits
- Flexible paid time off
- Equity compensation and employee stock purchase plan
- Growth and development fund
- Parental leave
- Health, financial, and well-being benefits