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 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 valuesand 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.

This role is 100% remote and will be based in the US and Canada.

As a Small and Medium Business (SMB) Account Executive (New Business), you'll focus exclusively on acquiring new GitLab customers. You'll own a territory of free GitLab users, trial users, engaged leads, and cold prospects, combining inbound and outbound sales to build relationships and business cases from scratch. You'll lead consultative sales conversations that connect customer challenges to GitLab's value and help shape the playbook for winning new customers.

GitLab develops the most comprehensive artificial intelligence-powered platform for software development, security, and operations (DevSecOps). Our mission is to enable everyone to contribute to and co-create the software that powers our world.

What you’ll do

• Build and maintain a pipeline of new business opportunities by engaging inbound leads, identifying promising prospect signals, and proactively reaching out to free users and other SMB prospects.
• Develop, test, and improve the outbound and new-customer acquisition playbook, including creative prospecting approaches and campaigns.
• Own your territory and prospect accounts: use data and industry research to identify key stakeholders, understand business needs, and document buying criteria, decision processes, next steps, and owners.
• Manage the full sales cycle from initial contact to close, engaging technical audiences and decision-makers, building business cases, and using GitLab's sales frameworks: MEDPICC for qualifying opportunities and Command of the Message for communicating value.
• 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 annual recurring revenue.
• Analyze wins and losses, share lessons and prospect feedback with Sales, Marketing, technical teams, and Product Development, contribute product ideas to the public issue tracker, and document improvements in the sales handbook.
• Build your knowledge of GitLab's product, market, and related technologies, and acquire industry-standard certifications to strengthen your technical credibility.

What you’ll bring

• Experience in information technology through sales, technical consulting, customer success, marketing, or customer service, with a demonstrated record of outbound prospecting, securing meetings, winning business, and building business cases for new accounts.
• Strong communication and relationship-building skills, including discovery, identifying customer pain points, presenting solutions, negotiating, and closing.
• Experience taking ownership of prospecting, following up through setbacks, and delivering results while working in accordance with GitLab's values.
• Experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
• A basic understanding of application lifecycle management and its related technologies, and a willingness to learn GitLab and Git.
• A commitment to improving your skills and contributing to team learning through training, reading, and mentorship.
• The ability to travel when needed and comply with GitLab's travel policy.
• Preferred: an understanding of business-to-business software, open source software, and the developer product space.

About the team

We work with Sales Development, Solution Architecture, Digital Marketing, and our partner ecosystem to develop prospect accounts and win new business. You'll collaborate across these groups and share customer insights with Product Development, Sales, and Marketing to improve how we reach and support prospective customers.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

The base salary range for this role’s listed level is currently for residents of theUnited States only. This range is intended to reflect the role's base salary rate in locations throughout the US.Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data,and geographic location.The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity . Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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 .

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in GitLab’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.