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New Business Account Executive - Southern California

1 week, 5 days ago
United States
Full-time
Senior
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 95

Description

  • Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts.
  • Build and maintain a strong pipeline 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 deals and support forecasting.
  • Maintain accurate Salesforce records with account notes, use cases, and competitive insights.
  • Collaborate closely with SDR, Marketing, Solutions Architecture, and Customer Success teams to support revenue growth.

Requirements

  • 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.
  • 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, including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
  • Comfort 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.
  • Location: Southern California.
  • All roles are remote, with possible location-based eligibility requirements.

Benefits

  • Base salary range of $94,800 to $142,200 USD for U.S. residents.
  • Sales roles are eligible for incentive pay targeted at up to 100% of the offered base salary.
  • Flexible Paid Time Off.
  • Equity compensation and Employee Stock Purchase Plan.
  • Growth and Development Fund.
  • Parental Leave.
  • Benefits to support health, finances, and well-being.
  • Team Member Resource Groups.

Interested in this position?

Apply directly on the company website

Apply Now

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