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Job description
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity improve operational efficiency reduce security and compliance risk and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better more secure software faster.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier with all team members expected to incorporate AI into their daily workflows to drive efficiency innovation and impact. GitLab is where careers accelerate innovation flourishes and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
*Fortune 500® is a registered trademark of Fortune Media IP Limited used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with and do not endorse products or services of GitLab.
As a New Business Account Executive you’ll play an important role in GitLab’s growth. You’ll focus on acquiring net-new customers and expanding our market presence. You’ll build relationships with C-level and senior technical buyers at high-growth companies manage the full sales cycle from first outreach to close and create your own pipeline through consistent high-quality prospecting. In this greenfield territory you’ll support change and innovation help customers navigate their decision process and act as a trusted partner to new customers as they adopt GitLab’s AI-powered DevSecOps platform. You’ll collaborate closely with a dedicated SDR pod Solutions Architecture Marketing and Customer Success. You’ll report to the Director of New Business Sales and contribute to GitLab’s revenue trajectory and position in a dynamic market.
What you’ll do- Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts
- Build and maintain strong pipeline coverage through consistent high-quality prospecting across phone email social and creative outbound channels
- Run effective discovery meetings to uncover business pain quantify impact and align GitLab’s value proposition with executive-level priorities
- Navigate complex multi-stakeholder sales cycles engaging C-level executives IT leaders and cross-functional buying committees to drive consensus
- Develop and execute strategic territory plans including account segmentation prioritization and tailored engagement strategies for high-potential prospects
- Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations proofs of concept and smooth post-sale handoffs
- Apply GitLab’s sales methodologies including MEDDPICC and Command of the Message to qualify pipeline support healthy deal progress and maintain predictable forecasting
- Maintain consistent Salesforce practices with detailed account notes use cases and competitive insights that support accurate forecasting and continuous improvement
- Experience in B2B SaaS sales focused on net-new logo acquisition and new business development
- Demonstrated success building territories from scratch generating pipeline in greenfield accounts and closing new customers
- Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures
- Strong discovery qualification and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups
- Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence
- Proficiency with a modern sales tech stack including tools such as Salesforce Clari Outreach ZoomInfo or Cognism LinkedIn Sales Navigator Gong and 6sense
- Comfortable working in a dynamic environment with a focus on continuous learning coaching and iteration
- Openness to candidates with varied backgrounds who bring transferable new business prospecting and relationship-building skills
The New Business team is responsible for driving net-new logo acquisition and expanding GitLab’s presence in untapped markets. Operating like a startup within GitLab the team is made up of New Business Account Executives partnered with a dedicated SDR pod and supported by Sales Engineering Marketing and Customer Success collaborating asynchronously across multiple regions and time zones. The team focuses on building greenfield territories breaking into accounts where GitLab is not yet known and creating repeatable high-velocity motions for complex multi-stakeholder deals. The primary opportunities ahead include accelerating adoption of GitLab’s AI-powered DevSecOps platform in high-growth segments refining our outbound strategies based on real-time market feedback and sharing insights that shape our go-to-market approach.
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.
- Benefits to support your health finances and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
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.
Skills Required
- Experience in B2B SaaS sales focused on net-new logo acquisition and new business development
- Proven success building territories from scratch generating pipeline in greenfield accounts and closing new customers
- Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing
- Strong discovery qualification and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups
- Ability to manage multiple complex opportunities while maintaining an organized prospecting and follow-up cadence
- Proficiency with a modern sales tech stack (Salesforce Clari Outreach ZoomInfo or Cognism LinkedIn Sales Navigator Gong 6sense)
- Apply sales methodologies including MEDDPICC and Command of the Message to qualify pipeline and forecast predictably
- Experience prospecting across phone email social and creative outbound channels
- Comfortable working in a dynamic environment with continuous learning coaching and iteration
What the Team is Saying
GitLab Compensation & Benefits Highlights
- Leave & Time Off Breadth—Flexible Paid Time Off is documented with guidance encouraging at least 25 days per year and permitting up to 25 consecutive calendar days. Additional time-away types (e.g. sick time bereavement and leaves) are centrally documented for straightforward access.
- Parental & Family Support—Paid parental leave provides 16 weeks for birth or adoption complemented by return-to-work resources and tools like Parentaly and coordinated leave administration via Tilt in the U.S. Caregiving support such as backup care and tutoring through Vivvi is also available.
- Healthcare Strength—Medical dental and vision coverage (Cigna nationwide and Kaiser in some states) are paired with company-paid life and disability insurance and robust mental-health support via Modern Health. A global wellness platform and EAP resources broaden preventive and behavioral health support.
GitLab Insights
What We Do
GitLab is the Intelligent Orchestration Platform where software teams and their AI agents stay in flow to amplify their capacity for innovation. Together they automate repetitive tasks to plan build secure test deploy and maintain software. With GitLab software teams spend less time on coordination overhead and more time on the next big idea.What started in 2011 as an open source project to help one team of programmers collaborate is now the intelligent orchestration platform millions of people use to deliver software faster more efficiently while strengthening security and compliance.Since the beginning we've been firm believers in remote work open source DevSecOps and iteration. We get up and log on in the morning to work alongside the GitLab community to deliver new innovations every month that help teams and their AI agents ship great code faster.
Why Work With Us
GitLab is where careers accelerate innovation flourishes and every voice is valued. Co-create the future with us as we build technology that transforms how the world develops software.
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Employees work remotely.
All-remote means that each individual in the organization is empowered to work and live where they are most fulfilled; it makes it clear that every team member is equal. No one not even the executive team meets in-person on a daily basis.
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