SMB New Business Account Executive

GitLab develops the most comprehensive artificial intelligence-powered platform for software development, security, and operations (DevSecOps). Our mission is to enable everyone to contribute to and co-create the software that powers our world.

WHAT YOU’LL DO

• Build and maintain a pipeline of new business opportunities by engaging inbound leads, identifying promising prospect signals, and proactively reaching out to free users and other SMB prospects.
• Develop, test, and improve the outbound and new-customer acquisition playbook, including creative prospecting approaches and campaigns.
• Own your territory and prospect accounts: use data and industry research to identify key stakeholders, understand business needs, and document buying criteria, decision processes, next steps, and owners.
• Manage the full sales cycle from initial contact to close, engaging technical audiences and decision-makers, building business cases, and using GitLab's sales frameworks: MEDPICC for qualifying opportunities and Command of the Message for communicating value.
• Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing to develop account strategies and win new business.
• Achieve monthly and quarterly targets for new customer count and booked annual recurring revenue.
• Analyze wins and losses, share lessons and prospect feedback with Sales, Marketing, technical teams, and Product Development, contribute product ideas to the public issue tracker, and document improvements in the sales handbook.
• Build your knowledge of GitLab's product, market, and related technologies, and acquire industry-standard certifications to strengthen your technical credibility.

WHAT YOU’LL BRING

• Experience in information technology through sales, technical consulting, customer success, marketing, or customer service, with a demonstrated record of outbound prospecting, securing meetings, winning business, and building business cases for new accounts.
• Strong communication and relationship-building skills, including discovery, identifying customer pain points, presenting solutions, negotiating, and closing.
• Experience taking ownership of prospecting, following up through setbacks, and delivering results while working in accordance with GitLab's values.
• Experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
• A basic understanding of application lifecycle management and its related technologies, and a willingness to learn GitLab and Git.
• A commitment to improving your skills and contributing to team learning through training, reading, and mentorship.
• The ability to travel when needed and comply with GitLab's travel policy.
• Preferred: an understanding of business-to-business software, open source software, and the developer product space.

ABOUT THE TEAM

We work with Sales Development, Solution Architecture, Digital Marketing, and our partner ecosystem to develop prospect accounts and win new business. You'll collaborate across these groups and share customer insights with Product Development, Sales, and Marketing to improve how we reach and support prospective customers.

HOW GITLAB WILL SUPPORT YOU

• 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
• Home office support

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.

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.

United States Salary Range $61,920—$66,000 USD

HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES

• 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.

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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.

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