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GitLab is seeking an SMB Account Executive focused on new business acquisition across Europe (France, Germany, Netherlands, Spain, United Kingdom). This is a hunter-focused sales role where you will own a territory of prospect accounts—including free GitLab users, trials, engaged leads, and cold prospects—and drive new logo acquisition through a combination of inbound and outbound sales execution.
You will be responsible for the full sales cycle from initial contact through close, managing complex buying processes involving multiple stakeholders and decision-makers. Key responsibilities include: executing on inbound/outbound sales playbooks to acquire new customers; building and iterating on prospecting strategies; identifying and engaging key players within target accounts; leveraging data and market knowledge to develop compelling business cases; collaborating with Sales Development, Solution Architecture, and Digital Marketing teams; mastering MEDPICC and Command of the Message methodologies; contributing to win/loss analyses and sharing learnings across the organization; and maintaining foundational knowledge of DevSecOps and application lifecycle management technologies.
You will act as the CEO of your book of business, documenting buying criteria and processes, developing comprehensive prospecting strategies, and working with GitLab's partner ecosystem. Performance is measured on monthly and quarterly new logo acquisition targets (both new logo count and booked ARR).
GitLab is the intelligent orchestration platform for DevSecOps, trusted by more than 50% of the Fortune 100. The company emphasizes AI as a core productivity multiplier and maintains a high-performance culture built on continuous learning and collaboration.
**Requirements:**
- Proven track record of outbound sales activity, securing calls, and winning business with demonstrated ability to break into new accounts and build business cases
- Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in information technology
- Strong discovery, negotiation, presentation, and closing skills; effective communicator with excellent interpersonal abilities
- Self-starter with proven resilience, motivation, and results orientation
- Understanding of B2B software, open-source software, and the developer product space (preferred)
- Experience with modern sales tech stack: Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, 6sense
- Basic understanding of application lifecycle management and related technologies
- Proficiency in French, German, Spanish, or Dutch (required)
- Willingness to learn GitLab and Git
- Commitment to continuous professional development through training, reading, and mentorship
- Ability to travel if needed and comply with company travel policy
