SMB Account Executive (New Business)

Job4Travelers; Los Angeles (CA); Remote; USD 66,000 - 89,000; Full time

Benefits offered by this job

Growth & Development Fund

Equity participation

ESPP (Employee Stock Purchase Plan)

Flexible PTO

Job summary

GitLab is hiring a SMB Account Executive (Remote-Global) to own a territory across Europe, engaging free users, trials, and cold prospects. You will drive outbound and inbound activities, build a scalable playbook, and close new logos while collaborating with Sales, Solutions, and Marketing.

This role requires multilingual capability and comfort with a remote, globally distributed team. You will manage the full sales cycle, demonstrate MEDPICC proficiency, and contribute to a high-growth,

Qualifications

• Proven track record in outbound sales and building new logos.
• Ability to navigate and win in a B2B software environment.
• Excellent communication, negotiation and closing skills.

Responsibilities

• Drive new logo acquisition within the SMB segment across assigned territory.
• Develop and execute outbound and inbound playbooks to win new customers.
• Own the full sales cycle from discovery to close with cross-functional collaboration.
• Collaborate with Partner ecosystems to drive value for customers.
• Communicate customer learnings to product and marketing teams.

Skills

Outbound sales experience

Excellent discovery skills

Strong communication

Language proficiency (French/German/Sp

Tools

Salesforce

Outreach

LinkedIn Sales Navigator

Gong

Job description

Remote-Global designation makes this role theoretically nomad-compatible, but the reality is more nuanced. As an SMB Account Executive covering European territories (France, Germany, Netherlands, Spain, UK), you'll need to be available during Central European business hours (CET/CEST, GMT). Cold outreach, discovery calls, and demos must align with prospect working hours, so truly async work is limited — expect a structured weekday schedule roughly 8am–6pm CET.

Visa considerations: GitLab hires globally but notes that "some roles may carry specific location-based eligibility requirements." Given the language requirements (French, German, Spanish, Dutch) and European territory focus, candidates are likely expected to be based in Europe. Many of these countries offer digital nomad or freelancer visas:

• Spain: Digital Nomad Visa (non-EU remote workers, €2,160/month minimum income)
• Germany: Freiberufler visa or standard work visa — full remote employment easier with an EU passport
• Netherlands: Highly Skilled Migrant visa if hired via Dutch entity

No salary figures are published, but GitLab SMB AE compensation typically includes a base + variable (OTE) structure. At GitLab's historical OTE levels (~€60–80K+ EUR), cost of living in Lisbon or Medellín would leave significant disposable income, though the European territory focus makes long-distance nomading logistically challenging. Perks of note: Growth & Development Fund and equity participation are tangible nomad-friendly benefits.

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

The SMB New Business Account Executive role is a critical role in building GitLab's customer-base and continued long-term growth. The SMB New Business Account Executive will focus exclusively on acquiring new customers and generating new logos by executing on an inbound/outbound sales playbook.

In this role, you will own a territory and book of prospect accounts (including free GitLab users, trials, engaged leads and cold prospects). You will navigate it by leveraging data, developing a deep understanding of the product, the market, customer challenges and business needs. You will strategically build relationships with your accounts and lead a consultative sales cycle by painting the vision of DevSecOps with GitLab and helping them achieve business outcomes.

This is a high-impact role for someone who is competitive, self-starter and hungry, who is excited by forming new motions, thrives in a hunter environment and is energized by building relationships and business cases from scratch.

Responsibilities

• Drive selling into free users and base prospects within the SMB segment by articulating the value of GitLab. Engaging with inbound prospects and proactively reaching out to prospects showing potential and key signals.
• Build, co-create and consistently iterate on the outbound / new logo playbook and strategy to win new customers.
• Introduce and execute against new creative prospecting and campaign ideas.
• Take ownership of and act as the CEO for the book of business in your territory:
  • Document the buying criteria & process, next steps & owners.
  • Develop and execute comprehensive prospecting strategies to build and maintain a healthy pipeline of new business opportunities.
  • Work and collaborate with our Partner ecosystem to drive new business and value for our customers.
  • Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts.
• Manage the full sales cycle from initial contact to close by involving technical audiences, multiple stakeholders and decision-makers, and articulating GitLab's value proposition across various industries.
• Master MEDPICC and Command of the Message on all opportunities.
• Collaborate with cross-functional teams including Sales Development, Solution Architecture and Digital Marketing to develop winning strategies in targeting accounts.
• Contribute to root cause analyses on wins/losses:
  • Communicate lessons learned to the team, including the marketing team, the technical team and product.
• Effectively communicate learnings, feedback and challenges to relevant teams (including Product Development, Sales, and Marketing) to drive continuous improvement, and be the voice of the prospect by contributing product ideas to our public issue tracker.
• Contribute to documenting improvements in our sales handbook.
• Maintain a foundational understanding of technologies related to GitLab's market focus.
• Acquire industry standard certifications to build credibility as a technical expert.

Performance Metrics

• Achieving monthly and quarterly new logo acquisition targets, for both new logo count and booked ARR.

Requirements

• You share our values, and work in accordance with those values.
• A self-starter with a proven track record of resilience, motivation and results.
• Demonstrated track record of outbound sales activity, securing calls, meetings and winning business, with a creative ability to break into new accounts and build business cases.
• Effective communicator with strong interpersonal skills.
• Excellent discovery skills, ability to uncover and address customer pain points, negotiation, presentation and closing skills.
• Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in the field of information technology.
• An understanding of B2B software, Open Source software, and the developer product space is preferred.
• Experience with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
• Basic understanding of application lifecycle management including the technology commonly used in application lifecycle management.
• Be ready to learn how to use GitLab and Git.
• Focuses on continuously improving professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others.
• Proficiency in another language (e.g., French, German, Spanish, Dutch).
• Ability to travel if needed and comply with the company's travel policy.

Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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 (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab's EEO Policy and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process .

Is this GitLab SMB Account Executive role fully remote? Yes, GitLab designates this role as Remote-Global. However, specific location-based eligibility requirements may apply, and the location hints suggest a preference for candidates based in France, Germany, Netherlands, Spain, or the UK. What language skills are required for this role? Proficiency in at least one additional European language — French, German, Spanish, or Dutch — is listed as a requirement, reflecting the European territory focus of this position. What is the compensation for this GitLab SMB Account Executive position? GitLab does not publish a fixed salary range in this posting but directs candidates to their public handbook, which includes a compensation calculator to view location-adjusted pay estimates. What sales methodology does GitLab use for this role? GitLab expects Account Executives to master MEDPICC and Command of the Message, two widely used enterprise sales frameworks that are applied across all opportunities in the pipeline. Does GitLab offer equity compensation for this role? Yes, GitLab offers Equity Compensation and an Employee Stock Purchase Plan (ESPP) as part of their full-time employee benefits package, alongside flexible PTO and a Growth and Development Fund.

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