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New Business Account Executive - California

1 day, 2 hours ago
United States
Full-time
Mid Level
Account Executive
Sales and Business Development
DevSecOps Salesforce
Apply Now
GitLab

GitLab

GitLab: The comprehensive DevOps platform revolutionizing software development with automation, AI workflows, and essential tools for efficient collaboration.

Internet Software & Services
1K-5K
Founded 2014
View All Jobs 179

Description

  • 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 prospecting across phone, email, social, and other outbound channels.
  • Run discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive priorities.
  • Navigate complex, multi-stakeholder sales cycles with C-level executives, IT leaders, and buying committees.
  • Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies.
  • Partner with Solutions Architecture and Customer Success to coordinate technical evaluations, proofs of concept, and post-sale handoffs.
  • Apply sales methodologies such as MEDDPICC and Command of the Message to qualify pipeline and support forecasting.
  • Maintain accurate Salesforce records, including account notes, use cases, and competitive insights.
  • Collaborate with SDR, Marketing, Sales Engineering, and Customer Success teams to support growth and market feedback.
  • Share market insights that help refine GitLab’s go-to-market approach.

Requirements

  • Experience in B2B SaaS sales focused on net-new logo acquisition and new business development.
  • Demonstrated success building territories from scratch and generating pipeline in greenfield accounts.
  • Experience closing new customers in complex sales environments.
  • Familiarity with consumption-based or usage-based business models.
  • Strong discovery, qualification, and consultative selling skills with C-level and multi-stakeholder buyers.
  • Ability to manage multiple complex opportunities while maintaining an organized prospecting and follow-up cadence.
  • Proficiency with sales tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
  • Comfort working in a dynamic environment with continuous learning, coaching, and iteration.
  • Openness to candidates with transferable new-business, prospecting, and relationship-building experience.
  • Location: California; role is remote, with some roles subject to location-based eligibility requirements.

Benefits

  • Base salary range of $66,000 to $117,000 USD for the listed level.
  • Sales incentive pay targeted at up to 100% of base salary.
  • Equity compensation and an Employee Stock Purchase Plan.
  • Flexible Paid Time Off.
  • Benefits to support health, finances, and well-being.
  • Growth and Development Fund.
  • Parental leave.
  • Home office support.

Interested in this position?

Apply directly on the company website

Apply Now

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