Remote SMB Account Executive - New Business Growth

GitLab; United States; Remote; USD 62,000 - 83,000; Full time

Benefits offered by this job

Health benefits

Flexible PTO

Equity compensation

Employee stock purchase plan

Growth and development fund

Parental leave

Home office support

Job summary

GitLab is seeking an SMB New Business Account Executive (New Business) to acquire new GitLab customers across a remote US/Canada territory. You will own a pipeline from free users, trial users, engaged leads, and cold prospects, balancing inbound and outbound efforts to build compelling business cases from scratch.

Youll lead consultative conversations that connect customer challenges to GitLabs value, shaping playbooks and collaborating across teams to win new business.

Qualifications

• Experience in information technology through sales, technical consulting, customer success, marketing, or customer service with a proven outbound prospecting record.
• Strong communication and relationship-building skills, including discovery, pain-point identification, presenting solutions, negotiating, and closing.
• Experience owning prospecting, following up through setbacks, and delivering results aligned with GitLab's values.
• Experience with modern sales tools (e.g., Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, 6sense).
• Basic understanding of application lifecycle management and related technologies; willingness to learn GitLab and Git.
• Commitment to skill development and team learning through training, reading, and mentorship.
• Ability to travel as needed and comply with GitLab's travel policy.
• Preferred: understanding of B2B software, open source software, and the developer product space.

Responsibilities

• Build and maintain a pipeline of new business opportunities by engaging inbound leads and proactively reaching out to SMB prospects.
• Develop, test, and improve outbound and new-customer acquisition playbooks and campaigns.
• Own territory and prospect accounts using data and research to identify stakeholders and buying criteria.
• Manage the full sales cycle from initial contact to close, engaging technical audiences and decision-makers.
• Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing to develop account strategies.
• Achieve monthly and quarterly targets for new customers and booked ARR.
• Analyze wins/losses and share insights with Sales, Marketing, Product Development.
• Build knowledge of GitLab's product and related technologies and pursue industry certifications.

Skills

Outbound prospecting

Sales strategy

Communication & relationship-building

Negotiation & closing

Territory/account management

Team collaboration

Tools

Salesforce

Clari

Outreach

ZoomInfo

LinkedIn Sales Navigator

Gong

6sense

Job description

GitLab is seeking an SMB New Business Account Executive (New Business) to acquire new GitLab customers across a remote US/Canada territory. You will own a pipeline from free users, trial users, engaged leads, and cold prospects, balancing inbound and outbound efforts to build compelling business cases from scratch.

Youll lead consultative conversations that connect customer challenges to GitLabs value, shaping playbooks and collaborating across teams to win new business.