Account Executive

GitLab; Remote; GBP 60,000 - 80,000; Full time

Job summary

A leading software company is looking for a New Business Account Executive to manage the full new logo acquisition cycle. This role involves building a pipeline through high-quality prospecting across various channels and developing strategic territory plans. The ideal candidate has experience in B2B SaaS sales and strong consultative selling skills to engage C-level executives. The company offers a collaborative remote work environment with equity compensation and flexible paid time off.

Benefits

Flexible Paid Time Off

Equity Compensation & Employee Stock Purchase Plan

Growth and Development Fund

Qualifications

• Experience in B2B SaaS sales focused on net-new logo acquisition.
• Success in building territories from scratch and closing new customers.
• Strong discovery and consultative selling skills for engaging executives.

Responsibilities

• Manage the full new logo acquisition cycle from outreach to close.
• Build and maintain strong pipeline coverage through high-quality prospecting.
• Develop and execute strategic territory plans for high-potential prospects.

Skills

B2B SaaS sales experience

Consultative selling skills

Salesforce proficiency

Relationship-building skills

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Job description

Overview

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.

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

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. 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.

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

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.

Privacy Policy

Please review our Recruitment Privacy Policy. Your privacy is important to us.

EEO Statement

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 (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. 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.

If you’re excited about this role, please apply and allow our recruiters to assess your application.