Sales Support/ account manager

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
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. 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.
As a New Business Account Executive, you'll play an important role in GitLab's growth. You'll build relationships with C-level and senior technical buyers at high-growth companies, manage the full sales cycle from first outreach to close, and create your own pipeline through consistent, high-quality prospecting. 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. You'll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success. You'll report to the Director of New Business Sales and contribute to GitLab's revenue trajectory and position in a dynamic market.
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
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
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
About The Team
The New Business team is responsible for driving net-new logo acquisition and expanding GitLab's presence in untapped markets. Operating like a startup within GitLab, the team is made up of New Business Account Executives partnered with a dedicated SDR pod and supported by Sales Engineering, Marketing, and Customer Success, collaborating asynchronously across multiple regions and time zones. The team focuses on building greenfield territories, breaking into accounts where GitLab is not yet known, and creating repeatable, high-velocity motions for complex, multi-stakeholder deals. Remote-Global
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. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
How GitLab Will Support You
Benefits to support your health, finances, and well-being
Team Member Resource Groups
Home office support
If you're excited about this role, please apply and allow our recruiters to assess your application.
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.
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. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.