New Business Account Executive - Nordics
WFA Digital Insight
The demand for skilled account executives in the Nordics has seen significant growth, with a 25% increase in job openings over the past year. As companies like Gitlab continue to expand their presence in the region, the need for professionals who can build strong relationships with C-level executives and drive sales growth has never been more pressing. With its commitment to innovation and customer satisfaction, Gitlab stands out as an attractive option for those looking to take their careers to the next level. Before applying, candidates should be aware of the importance of staying up-to-date with the latest sales methodologies and technologies, such as MEDDPICC and Command of the Message.
Job Description
About the Role
As a New Business Account Executive at Gitlab, you will play a crucial role in driving the company's growth in the Nordics. Your primary focus will be on acquiring new customers and expanding the company's market presence in the region. You will be responsible for building relationships with C-level and senior technical buyers at high-growth companies, managing the full sales cycle from initial outreach to close, and creating your own pipeline through consistent, high-quality prospecting.The role requires a deep understanding of the sales process, as well as the ability to navigate complex, multi-stakeholder sales cycles. You will be working closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success to ensure a seamless customer experience. Your success will be measured by your ability to meet or exceed sales targets, expand the company's customer base, and contribute to the development of strategic territory plans.
What You Will Do
- Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts in the Nordics market
- 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
- 4+ years of experience in B2B SaaS sales focused on net-new logo acquisition and new business development
- Demonstrated success building territory plans, prospecting, and closing deals in a fast-paced, competitive environment
- Strong understanding of the sales process, including prospecting, discovery, proposal, and closure
- Experience working with Salesforce and other sales tools, such as Adjust
- Excellent communication, negotiation, and interpersonal skills
- Ability to work in a remote environment and collaborate with cross-functional teams
- Strong business acumen and understanding of the technology industry
Nice to Have
- Experience working in the Nordics market or with Nordic companies
- Knowledge of DevSecOps and AI-powered sales tools
- Certification in sales methodologies, such as MEDDPICC or Command of the Message
- Experience working with high-growth companies and startup environments
Benefits and Perks
- Competitive salary and bonus structure
- Opportunities for career growth and professional development
- Collaborative and dynamic work environment
- Flexible working hours and remote work options
- Access to cutting-edge sales tools and technologies
- Comprehensive benefits package, including health insurance and retirement plan
- Paid time off and holidays
- Professional development budget for conferences, training, and certifications
How to Stand Out
- Make sure to highlight your experience with Salesforce and Adjust in your application, as these are key tools used by the sales team at Gitlab.
- Be prepared to provide specific examples of your sales experience, including successful deals you've closed and the strategies you used to win them.
- Show a genuine interest in the Nordics market and the technology industry, and be prepared to discuss your knowledge of the region and its key players.
- Use language from the job description in your resume and cover letter to demonstrate your qualifications for the role.
- Be prepared for a thorough interview process, including multiple rounds of interviews with different team members.
- Don't be afraid to ask questions during the interview process, such as what a typical day looks like in the role or what the biggest challenges are that the team is facing.
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