Remote SMB New Business Account Executive

GitLab; United States; Remote; CAD 128,000 - 185,000; Full time

Job summary

GitLab is seeking an SMB Account Executive to acquire new customers across the US and Canada in a fully remote role. You will own a territory, drive consultative conversations, and build business cases from scratch for GitLab’s AI-powered DevSecOps platform.

You will collaborate with Sales Development, Solution Architecture, and Digital Marketing to shape account strategies, achieve monthly targets, and contribute to the sales handbook.

Qualifications

• Experience in information technology through sales, technical consulting, or related roles.
• Ability to lead consultative sales conversations and connect customer challenges to GitLab’s value.
• Familiarity with modern sales tools and processes.
• Willingness to travel when needed and learn GitLab and Git.

Responsibilities

• Build and maintain a pipeline of new business opportunities by engaging inbound leads and outbound efforts.
• Develop and improve outbound and new-customer acquisition playbooks and campaigns.
• Own territory and accounts, identify stakeholders, document buying criteria and next steps.
• Manage 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 win new business.
• Meet monthly and quarterly targets for new customers and annual recurring revenue.
• Analyze wins/losses, share insights, and contribute improvements to sales playbooks.
• Build knowledge of GitLab’s product and related tech; pursue relevant certifications.

Skills

Outbound prospecting

Pipeline management

Negotiation

Sales strategy

Relationship building

CRM tools

Tools

Salesforce

Clari

Outreach

LinkedIn Sales Navigator

Gong

6sense

ZoomInfo

Cognism

Job description

GitLab is seeking an SMB Account Executive to acquire new customers across the US and Canada in a fully remote role. You will own a territory, drive consultative conversations, and build business cases from scratch for GitLab’s AI-powered DevSecOps platform.

You will collaborate with Sales Development, Solution Architecture, and Digital Marketing to shape account strategies, achieve monthly targets, and contribute to the sales handbook.