New Business Commercial Account Executive-Financial Services

An overview of this role

As a New Business Account Executive for Financial Services you’ll be at the forefront of GitLab’s growth in a high-potential highly regulated market. You’ll focus on acquiring net-new Financial Services customers and expanding GitLab’s presence across banking insurance payments and fintech organizations in your territory. You’ll build and lead complex sales cycles with C-level and senior technical buyers create your own pipeline through targeted high-quality prospecting and guide prospects through their evaluation of GitLab’s AI-powered DevSecOps platform. In this role you’ll use your understanding of Financial Services business models regulatory requirements and software development practices to connect GitLab’s value to customer priorities in security risk management and operational efficiency. You’ll report to the Director of New Business Sales and play a key role in shaping our Financial Services strategy.

Some examples of our projects:

• Building and executing outbound campaigns to engage net-new banking insurance payments and fintech accounts where GitLab is not yet a strategic partner

• Leading complex evaluations with Financial Services prospects that showcase how GitLab’s AI-powered DevSecOps platform supports secure software delivery and compliance in regulated environments

What you'll do

• Own the full new logo acquisition motion for Financial Services prospects focusing on banking insurance payments and fintech organizations in your territory with clear plans tied to pipeline and Net New ARR goals.

• Build and execute strategic territory and account plans for Financial Services including segmentation prioritization and multi-threaded engagement across C-level risk security and technology stakeholders.

• Generate and progress pipeline through consistent high-quality prospecting into Financial Services accounts using phone email social and creative outbound channels to open new opportunities.

• Run deep discovery and qualification in regulated Financial Services environments uncovering business pain compliance and security drivers and connecting GitLab’s AI-powered DevSecOps platform to measurable outcomes.

• Lead complex multi-stakeholder sales cycles from first meeting through close navigating internal decision processes procurement and regulatory review within large Financial Services institutions.

• Partner closely with Sales Development Representatives Solutions Architects Customer Success and strategic channel partners to co-create account strategies execute evaluations and proofs of concept and set new customers up for successful adoption.

• Maintain rigorous Salesforce hygiene and forecasting discipline for your Financial Services territory tracking activity deal progress and risk and contributing insights to pipeline and forecast reviews.

• Act as a trusted advisor and voice of the Financial Services customer sharing market feedback and use cases with Sales Marketing and Product teams to refine our go-to-market approach and create repeatable new business motions in regulated environments.

What you'll bring

• Experience in B2B SaaS sales focused on net-new logo acquisition and new business development ideally with exposure to DevSecOps software development tools or adjacent solutions that support the software development lifecycle.

• Proven track record of driving complex multi-stakeholder sales cycles from prospecting through close consistently generating new pipeline and closing new customers in greenfield or underpenetrated territories.

• Background selling into strategic accounts in the Financial Services industry (such as banking insurance payments or fintech) with the ability to build trusted C-level and senior stakeholder relationships across business risk security and technology teams.

• Understanding of Financial Services business models regulatory environments and compliance requirements (for example SOX PCI-DSS GLBA OCC) and the ability to connect GitLab’s AI-powered DevSecOps value proposition to customer priorities in security risk management and operational efficiency.

• Demonstrated success building territories from scratch including territory planning account segmentation and creating repeatable outbound motions that open new Financial Services accounts.

• Strong discovery qualification and consultative selling skills including the ability to run executive-level conversations that uncover business pain quantify impact and align GitLab’s platform to strategic initiatives in regulated environments.

• Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence with disciplined pipeline management and accurate data-informed forecasting.

• Experience collaborating with channel and strategic partners to generate pipeline co-sell and support successful adoption within Financial Services organizations.

• Proficiency with a modern sales tech stack including tools such as Salesforce Clari Outreach ZoomInfo Cognism LinkedIn Sales Navigator Gong 6sense or similar platforms to manage accounts track performance and inform territory strategy.

• Effective written and verbal communication skills including the ability to tailor messaging for different Financial Services audiences and clearly articulate business value risk reduction and long-term outcomes.

• Comfortable working in an all-remote asynchronous values-driven environment as a self-directed “manager of one” breaking work into clear milestones and partnering effectively with distributed teams.

• Alignment with GitLab’s values and an interest in co-creating the future of our New Business and Enterprise Sales motion as we expand further into the Financial Services market.

About the team

The New Business team is a collaborative cross-functional partner to the broader go-to-market organization focused on building greenfield territories and breaking into high-potential accounts in strategic markets such as Financial Services. You'll join a fully remote globally distributed group that works asynchronously with sales marketing customer success and external partners to design and execute territory plans coordinate multi-stakeholder sales cycles and share best practices that can scale across GitLab and regions. Right now we're concentrating on accelerating adoption of GitLab’s AI-powered DevSecOps platform in regulated Financial Services environments refining our outbound and prospecting strategies through clear measurement and reporting and helping sales and marketing leaders clearly understand and communicate the impact of new business activities on pipeline and long-term revenue.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education experience knowledge skills abilities of the applicant equity with other team members alignment with market data and geographic location. The base salary range does not include any bonuses equity or benefits. See more information on our benefits and equity . Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$66000—$117000 USD