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Salary: USD 61,920 - 66,000 / annual
GitLab is seeking an SMB New Business Account Executive to focus exclusively on acquiring new customers in the small and medium business segment. This is a 100% remote role based in the US and Canada.
In this role, you will own a territory of free GitLab users, trial users, engaged leads, and cold prospects. You'll combine inbound and outbound sales to build relationships and business cases from scratch, leading consultative sales conversations that connect customer challenges to GitLab's DevSecOps platform value.
Key responsibilities include:
- Building and maintaining a pipeline of new business opportunities by engaging inbound leads, identifying prospect signals, and proactively reaching out to free users and SMB prospects
- Developing, testing, and improving outbound and new-customer acquisition playbooks with creative prospecting approaches and campaigns
- Owning your territory and prospect accounts using data and industry research to identify key stakeholders, understand business needs, and document buying criteria and decision processes
- Managing the full sales cycle from initial contact to close, engaging technical audiences and decision-makers, building business cases, and applying GitLab's sales frameworks (MEDPICC and Command of the Message)
- Collaborating with Sales Development, Solution Architecture, Digital Marketing, and partners to develop account strategies and win new business
- Achieving monthly and quarterly targets for new customer count and booked annual recurring revenue
- Analyzing wins and losses, sharing lessons and prospect feedback with cross-functional teams, and contributing product ideas
- Building knowledge of GitLab's product, market, and related technologies, and acquiring industry-standard certifications
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 driven by its values.
Requirements:
- Experience in information technology through sales, technical consulting, customer success, marketing, or customer service, with 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 company values
- Experience with modern sales tools including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- Basic understanding of application lifecycle management and related technologies, with willingness to learn GitLab and Git
- Commitment to improving skills and contributing to team learning through training, reading, and mentorship
- Ability to travel when needed and comply with company travel policy
- Preferred: understanding of B2B software, open source software, and the developer product space
