New Business Account Executive - SLED

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. 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. *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. An overview of this role As a New Business Account Executive - State, Local and Education (SLED), you'll be at the forefront of GitLab’s growth strategy, exclusively focused on acquiring new logos and expanding our market presence within the SLED community. You'll work with a variety of organizations, navigating sales cycles while maintaining the high velocity of a true new business seller breaking into new accounts and building relationships from scratch. This is a greenfield opportunity for someone who combines a strong ability to sell with a startup mentality. In this role, you’ll sell innovation and change to net new customers, compressing decision cycles while building trust at the leadership level. You'll own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximize every opportunity. Your success will directly impact our company's growth trajectory and market position. This person MUST be currently located in the US. What You’ll Do - Own the full new logo acquisition cycle - Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating the majority of your time to pipeline generation - Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities - Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels - Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees - Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy - Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions - Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue - Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting - Exceed quotas while maintaining high activity levels and pipeline velocity metrics What You’ll Bring - Strong B2B SaaS sales experience with an emphasis on new business development and net-new logo acquisition - Proven track record as a top performer with success in closing new logos - Strong prospecting mentality with exceptional pipeline generation skills – you've built territories from scratch and created demand in greenfield accounts - Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing - Strong discovery and qualification capabilities using consultative selling approaches to uncover business pain and build compelling business cases for C-level stakeholders - Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals) - Relentless work ethic and competitive drive – you're energized by prospecting, motivated by competition, and have an insatiable desire to win - Adaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedback - Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations that drive urgen

Strong B2B SaaS sales experience with an emphasis on new business development and net-new logo acquisition. Proven track record as a top performer with success in closing new logos. Strong prospecting mentality with exceptional pipeline generation skills – you've built territories from scratch and created demand in greenfield accounts. Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing. Strong discovery and qualification capabilities using consultative selling approaches to uncover business pain and build compelling business cases for C-level stakeholders. Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals). Relentless work ethic and competitive drive – you're energized by prospecting, motivated by competition, and have an insatiable desire to win. Adaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedback. Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations that drive urgency.

Own the full new logo acquisition cycle. Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating the majority of your time to pipeline generation. Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities. Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels. Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees. Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy. Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions. Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue. Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting. Exceed quotas while maintaining high activity levels and pipeline velocity metrics.