[Remote] New Business Account Executive - West

Note: The job is a remote job and is open to candidates in USA. GitLab is an open-core software company that develops an AI-powered DevSecOps Platform, and they are seeking a New Business Account Executive to help acquire new customers and expand market presence. The role involves managing the full sales cycle, building relationships with key stakeholders, and collaborating with various teams to drive GitLab’s growth in untapped markets. 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 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 Skills 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 Benefits Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental leave Home office support Company Overview GitLab is a web-based Git repository manager that offers a variety of features for software development teams. It was founded in 2014, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is