GitLab
New Business Account Executive - Southern California
Remote, US · Full-time
Sponsorship not specified$95k-$142kDetected 14 days ago
GitSalesforceSalesAccount ManagementBusiness DevelopmentOutbound SalesForecastingRecruitingIntellectual PropertyCustomer SuccessCadenceMentoring
About the role
- The New Business team is responsible for driving net-new logo acquisition and expanding GitLab's presence in untapped markets.
- The primary opportunities ahead include accelerating adoption of GitLab's AI-powered DevSecOps platform in high-growth segments, refining our outbound strategies based on real-time market feedback, and sharing insights that shape our go-to-market approach.
- The base salary range for this role's listed level is currently for residents of the United States only.
Responsibilities
- Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts
- 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
- Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence
- Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills
- 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.
- You'll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success.
Requirements
- Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
Compensation
- 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.
- Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Benefits
- The base salary range does not include any bonuses, equity, or benefits.
- See more information on our benefits and equity.
- Benefits to support your health, finances, and well-being
- Equity Compensation & Employee Stock Purchase Plan
- Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels
- Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration
Company info
- Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
- Flexible Paid Time Off
- Team Member Resource Groups
- Growth and Development Fund
- Parental Leave
- Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers
- GitLab is the intelligent orchestration platform for DevSecOps.
- You'll focus on acquiring net-new customers and expanding our market presence.
- 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.
Equal opportunity
- GitLab is proud to be an equal opportunity workplace and is an affirmative action employer.
- equal opportunity workplace and is an affirmative action employer.
- 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.
Visa & Work Authorization
- 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 med
This listing is sourced directly from GitLab's careers page and normalized into a canonical job model.