Remote New Logo Account Executive

Remote; San Francisco (CA); Remote; USD 120,000 - 180,000; Full time

Job summary

GitLab is seeking a New Business Account Executive to drive new logo acquisition and build a robust pipeline within a fast-paced, remote-enabled environment. You will own the entire sales cycle from outreach to close, collaborating with Marketing, SDRs, and Solutions Architecture to accelerate deals.

You will navigate multi-stakeholder buying committees, articulate compelling value at the C-level, and maintain Salesforce hygiene while chasing aggressive quotas in a high-velocity, growth-oriented

Qualifications

• Strong B2B SaaS sales experience focused on new logos.
• Proven top performer with success closing new logos.
• Strong prospecting with pipeline generation in greenfield accounts.
• Experience with consumption-based or usage-based models and ability to articulate value beyond traditional licensing.
• Strong discovery and qualification using consultative selling to executives.
• Ability to compress sales cycles while managing multiple complex opportunities (15-20+ active deals).
• Relentless work ethic and competitive drive; energized by prospecting and winning.
• Adaptability in dynamic, high-velocity environments and willingness to iterate based on market feedback.
• Excellent communication and storytelling for executive-level presentations.
• Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

Responsibilities

• Own the full new logo acquisition cycle.
• Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities.
• 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 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 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.

Skills

New logo acquisition

SaaS sales

Pipeline generation

Executive engagement

MEDDPICC process

CRM (Salesforce)

Tools

Salesforce

Clari

Outreach

ZoomInfo/Cognism

LinkedIn Sales Navigator

Gong

6sense

Job description

GitLab is seeking a New Business Account Executive to drive new logo acquisition and build a robust pipeline within a fast-paced, remote-enabled environment. You will own the entire sales cycle from outreach to close, collaborating with Marketing, SDRs, and Solutions Architecture to accelerate deals.

You will navigate multi-stakeholder buying committees, articulate compelling value at the C-level, and maintain Salesforce hygiene while chasing aggressive quotas in a high-velocity, growth-oriented