New Business Account Executive- Illinois & Indiana

About the Role

As a New Business Account Executive, you will be responsible for creating your own pipeline through consistent, high-quality prospecting and collaborating closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success. Your ability to navigate complex, multi-stakeholder sales cycles and drive consensus among C-level executives, IT leaders, and cross-functional buying committees will be essential.

Gitlab's commitment to AI-driven productivity and operational efficiency means that the ideal candidate will be someone who can embrace and utilize AI as a core productivity multiplier in their daily workflow. This role offers the opportunity to work with a company that is at the forefront of digital transformation and to contribute to the development of technology that transforms how the world develops software.

What You Will Do

• Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts.
• Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels.
• Run effective discovery meetings to uncover business pain, quantify impact, and align Gitlab's value proposition with executive-level priorities.
• Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus.
• Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects.
• Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs.
• Apply Gitlab's sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting.
• Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement.

What We Are Looking For

• Experience in B2B SaaS sales focused on net-new logo acquisition and new business development.
• Strong understanding of the sales process, including prospecting, discovery, proposal, and closing.
• Ability to work in a fast-paced, dynamic environment and adapt to changing priorities.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal stakeholders.
• Proficiency in Salesforce and other sales tools, with the ability to maintain accurate records and forecasts.
• Strong analytical and problem-solving skills, with the ability to navigate complex sales cycles and drive consensus.
• Experience with Adjust or similar analytics tools is a plus.

Nice to Have

• Experience working with AI-driven sales tools and platforms.
• Certification in sales methodologies such as MEDDPICC.

• Experience working in a remote environment and managing a distributed team.

Benefits and Perks

• Competitive salary and benefits package.
• Opportunity to work with a leading company in the DevSecOps sector.
• Collaborative and dynamic work environment with a strong focus on innovation and customer satisfaction.
• Professional development opportunities, including training and certification programs.
• Flexible working hours and remote work options.
• Access to cutting-edge technology and tools, including AI-driven sales platforms.
• Comprehensive health and wellness programs, including mental health support.
• Generous PTO and holiday schedule.

• Tip: Ensure you have a strong understanding of the sales process, including prospecting, discovery, proposal, and closing, and be prepared to provide examples of your experience in these areas.
• Tip: Familiarize yourself with Gitlab's products and services, including their DevSecOps platform, and be prepared to discuss how you can contribute to the company's growth strategy.
• Tip: Highlight your experience with Salesforce and other sales tools, and demonstrate your ability to maintain accurate records and forecasts.
• Tip: Emphasize your excellent communication and interpersonal skills, and provide examples of how you have built strong relationships with customers and internal stakeholders in previous roles.
• Tip: Be prepared to discuss your experience working in a fast-paced, dynamic environment, and how you adapt to changing priorities and navigate complex sales cycles.
• Tip: Consider obtaining certification in sales methodologies such as MEDDPICC to demonstrate your expertise and commitment to professional development.