Account Executive

GitLab; Crawley; On-site; GBP 50,000 - 65,000; Full time

Job summary

A leading software company in Crawley is seeking a New Business Account Executive to drive growth by acquiring new customers and expanding market presence. In this role, you will manage the sales cycle from outreach to close, engage with C-level executives, and collaborate with various teams to achieve success. The ideal candidate has experience in B2B SaaS sales and strong skills in prospecting and relationship building. This position offers flexible paid time off and comprehensive benefits.

Benefits

Flexible Paid Time Off

Equity Compensation

Growth and Development Fund

Qualifications

• Experience in B2B SaaS sales focused on net-new logo acquisition.
• Demonstrated success building territories from scratch.
• Strong discovery and qualification skills for engaging C-level executives.

Responsibilities

• Manage the full new-logo acquisition cycle from outreach to close.
• Run effective discovery meetings to uncover business pain.
• Develop strategic territory plans and maintain pipeline coverage.

Skills

B2B SaaS sales

Consultative selling skills

Prospecting

Pipeline generation

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Job description

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. When everyone can contribute, consumers become contributors, significantly accelerating human progress. 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. 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.

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.

Qualifications

• 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.

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.

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, national origin, age, citizenship, marital status, mental or physical disability, genetic information, discharge status from the military, protected veteran status, 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.