New Business Account Executive - Southern California

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. Location: Southern California An overview of this role As a New Business Account Executive, you’ll play an important role in GitLab’s growth. You’ll focus on acquiring net-new customers and expanding our market presence. 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. What you’ll do - 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 What you’ll bring - 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 - Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence - 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 buil

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. Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence. 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.