New Business Account Executive - Netherlands, Nordics

GitLab; Remote; IDR 1.333.555.000 - 2.000.334.000; Full time

Job summary

A leading software company is seeking a New Business Account Executive to focus on acquiring net-new customers and expanding market presence. This remote role involves building relationships with C-level executives, managing the full sales cycle, and creating a pipeline through high-quality prospecting. Candidates should have experience in B2B SaaS sales, familiarity with usage-based models, and proficiency in sales tools like Salesforce. The position offers a dynamic work environment with opportunities for growth and collaboration.

Qualifications

• Experience in B2B SaaS sales focused on net-new logo acquisition.
• Demonstrated success in building territories and generating pipeline.
• Familiarity with usage-based business models.

Responsibilities

• Manage the full new-logo acquisition cycle.
• Build and maintain a strong pipeline through prospecting.
• Run effective discovery meetings to align GitLab's value proposition.

Skills

B2B SaaS sales experience

Consultative selling

Salesforce proficiency

Relationship-building skills

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Job description

New Business Account Executive - Netherlands, Nordics

Remote

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 the Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

An overview of this role

As a New Business Account Executive, 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, and report to the Director of New Business Sales.

What you’ll do

• Manage the full new‑logo acquisition cycle from first outreach through close for high‑growth target accounts.
• Build and maintain a 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.

Equal Opportunity

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, or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics.