sales
Posted 2 weeks agoNew Business Account Executive - Southern California
at GitLab
United StatesRemote
Responsibilities
- 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
- Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement What you’ll bring •
Requirements
- GitLab is the intelligent orchestration platform for DevSecOps.
- 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.
- 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.
- Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting
- Experience in B2B SaaS sales focused on net-new logo acquisition and new business development
- Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures
- 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
- 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.
- 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 have a disability or special need that requires accommodation , please let us know during the recruiting process .
Benefits
- 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.
- 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 $94,800 — $142,200 USD How GitLab Supports Full-Time Employees •
- Flexible Paid Time Off
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
Additional details
- More than 50 million registered users and more than 50% of the Fortune 100
- trust GitLab to ship better, more secure software faster.
- 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.
- 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.
- Location: Southern California An overview of this role
- You’ll focus on acquiring net-new customers and expanding our market presence.