Remote SMB New Business Account Executive

Remote; San Francisco (CA); Remote; USD 90,000 - 140,000; Full time

Benefits offered by this job

Benefits to support health and well‑be

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee Stock-P

Growth and Development Fund

Parental leave

Home office support

Job summary

GitLab is hiring an SMB Account Executive (New Business) for a 100% remote role based in the US/Canada. You will own a territory of free users, trial users, and cold leads, blending inbound and outbound activities to build business cases and win new customers.

You’ll lead consultative conversations, map buyer needs to GitLab’s value, and drive pipeline through the full sales cycle with modern tools and sales frameworks.

Qualifications

• Experience in information technology through sales, technical consulting, customer success, marketing, or customer service with outbound prospecting and winning business.
• Strong communication and relationship-building skills, including discovery and closing.
• Willingness to learn GitLab and Git, and travel as needed.

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 your territory and prospect accounts with data-driven stakeholder mapping and decision-process documentation.
• Manage the full sales cycle from initial contact to close, engaging technical audiences and using MEDPICC and Command of the Message frameworks.
• Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing to develop account strategies and win new business.
• Achieve monthly and quarterly targets for new customer count and booked ARR.
• Share lessons and prospect feedback with Sales, Marketing, product, and contribute ideas to the sales handbook.
• Build knowledge of GitLab's product, market, and technologies, and pursue industry-standard certifications.

Skills

Outbound prospecting

Communication

Relationship-building

Sales cycle management

Territory ownership

Travel readiness

Tools

Salesforce

Clari

Outreach

ZoomInfo

Cognism

LinkedIn Sales Navigator

Gong

6sense

Job description

GitLab is hiring an SMB Account Executive (New Business) for a 100% remote role based in the US/Canada. You will own a territory of free users, trial users, and cold leads, blending inbound and outbound activities to build business cases and win new customers.

You’ll lead consultative conversations, map buyer needs to GitLab’s value, and drive pipeline through the full sales cycle with modern tools and sales frameworks.