New Business Account Executive

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 into untapped territories. You'll work with sophisticated buyers at high-growth companies and enterprises, navigating complex sales cycles while maintaining the velocity and hunger of a true new business professional.

This is a greenfield opportunity for someone who combines enterprise-level sophistication with startup velocity - you'll need to think strategically while executing with urgency. You know how to sell innovation and change through customer vision expansion, 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 maximise every opportunity. You're a hunter at heart who thrives on breaking into new accounts and building relationships from scratch.

As a creative and self-motivated sales professional, you'll be expected to prospect daily, run multiple customer meetings, and maintain exceptional pipeline hygiene. Your success will directly impact our company's growth trajectory and market position.

**What You’ll Do**
- Own the full new logo acquisition cycle from prospecting through close
- Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating 40-50% of your time to pipeline generation
- 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 prioritisation 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 quarterly and annual quotas (New logo count) while maintaining high activity levels and pipeline velocity metrics

**What You’ll Bring**
- 3-5+ years of B2B SaaS sales experience with at least 1 years focused on new business development and net-new logo acquisition
- Proven track record as a top performer with success in closing new logos
- Hunter 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 energised 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