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New Business Account Executive
3 hours ago
An overview of this role As a New Business Account Executive in APAC, you'll be at the forefront of GitLab's growth strategy, focused on acquiring new logos and expanding our market presence across APAC. You will work with sophisticated buyers at high-growth companies and enterprises, navigating complex sales cycles while staying focused on building pipeline and progressing deals in a sustainable way. You’ll guide prospects through their first evaluations of GitLab's AI-powered DevSecOps platform, building a healthy, sustainable pipeline that translates into new Net ARR and long-term opportunity. What you'll do Own the full new logo acquisition cycle for your APAC territory from prospecting through close, introducing prospects to GitLab's AI-powered DevSecOps platform for the first time. Build and maintain a healthy pipeline of qualified opportunities through proactive outbound prospecting and follow-up to support new logo and Net ARR targets. Run 3-5 high-quality discovery meetings per day with senior stakeholders, uncovering business pain points in their software delivery lifecycle and articulating compelling value propositions that progress opportunities and build a qualified pipeline toward quarterly new logo and Net ARR goals. Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees in high-growth and enterprise organizations evaluating DevSecOps platforms. Develop and execute strategic territory plans for your APAC patch within 30 days, identifying high-value targets and creating a qualified account prioritization strategy for greenfield accounts that align with GitLab's ideal customer profile. Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations and proofs of concept (POCs), and ensure smooth post-sale transitions for new customers adopting GitLab. Master our sales methodology (for example, MEDDPICC and Command of the Message) to qualify opportunities, manage deal velocity, and contribute to predictable new logo revenue for GitLab. What you'll bring B2B SaaS sales experience with a strong focus on new business development and net-new logo acquisition, ideally selling complex platforms or solutions. Experience managing fast-paced, complex B2B sales cycles with multiple stakeholders, using a consultative, value-based approach and familiarity with platform, subscription, or usage-based commercial models to articulate value beyond traditional licensing. Strong discovery and qualification skills, partnering with Sales Development, Solutions Architects, Customer Success, and Marketing to run evaluations and proofs of concept, build compelling C-level business cases, and ensure seamless post-sale handoffs. Familiarity with modern sales methodologies (for example, MEDDPICC and Command of the Message) and demonstrated ability to streamline sales cycles while managing multiple active opportunities with accurate forecasting and strong Salesforce hygiene. Excellent communication, storytelling, and presentation skills with the ability to build appropriate urgency when needed, influence internal and external stakeholders, and stay composed in dynamic or challenging situations, supported by a strong work ethic, sense of ownership, and motivation to succeed in a high-growth environment. An adaptable, coachable approach, with a track record of excelling in a dynamic, fully remote environment. You work in line with GitLab's values and continuously iterate based on market and customer feedback to refine your territory and account strategy. Proficiency with a modern sales tech stack (for example, CRM, sales engagement, data enrichment, conversation intelligence, and intent tools) and the ability to quickly learn new platforms. About the team The New Business Sales team drives growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with customers across high-growth and enterprise segments in APAC. As a New Business Account Executive, you will join a distributed, fully remote team that works asynchronously across APAC and partners closely with GitLab's solutions architects, marketing, sales development, and customer success teams. We value transparency, collaboration, and a growth mindset, and support one another through shared territory planning, regular deal strategy sessions, and ongoing knowledge sharing so we can open and grow new customer relationships. Our New Business team operates like a startup within the company. We are innovators, prospectors, and market makers who stay close to our customers and continually refine our account strategy. We are looking for proactive New Business Account Executives who enjoy exploring new opportunities and opening doors with accounts that may not know us yet. The team culture is built on drive, accountability, and continuous improvement. We share competitive intelligence, celebrate wins together, learn thoughtfully from losses, and support each other in getting better every day. As a New Business Account Executive, you will report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. We invest in your development with regular 1:1 coaching, deal strategy sessions, and ongoing enablement so you can grow your career while helping us build something special in the APAC market. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab's policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab's EEO Policy and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process . #J-18808-Ljbffr
