New Business Account Executive - SLED

About the Role

The successful candidate will be able to compress decision cycles while building trust at the leadership level. You will own the entire sales cycle, from initial outreach to close, and will be responsible for building and maintaining a 3-4x pipeline coverage through high-volume prospecting activities.

Gitlab's high-performance culture is driven by its values and continuous knowledge exchange, enabling team members to reach their full potential while collaborating with industry leaders to solve complex problems. With over 50 million registered users and more than 50% of the Fortune 100 trusting Gitlab, this role offers a unique chance to work with a market leader.

What You Will Do

• Own the full new logo acquisition cycle
• Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities
• Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies
• Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels
• Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees
• Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy
• Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions
• Master our sales methodology to qualify opportunities, manage deal velocity, and drive predictable revenue
• Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting

What We Are Looking For

• 5+ years of experience in sales, preferably in the tech industry
• Strong understanding of DevSecOps and the ability to navigate complex sales cycles
• Experience with Salesforce, Adjust, and Excel
• Proven track record of success in a similar role, with a strong ability to sell and a startup mentality
• Excellent communication and interpersonal skills, with the ability to build relationships at the leadership level
• Strong business acumen and the ability to articulate compelling value propositions
• Experience working in a remote environment and managing a remote sales team

Nice to Have

• Experience with Gitlab's products and services
• Knowledge of the SLED market and the ability to navigate complex sales cycles
• Experience with sales methodologies, such as MEDDPICC and Command of the Message
• Certification in sales or a related field

Benefits and Perks

• Competitive salary and benefits package
• Opportunity to work with a market-leading company and a talented team of professionals
• Flexible working hours and remote work options
• Professional development opportunities, including training and certification programs
• Access to the latest technology and tools, including Salesforce and Adjust
• Collaborative and dynamic work environment, with a strong focus on innovation and teamwork

• Make sure to highlight your experience with Salesforce, Adjust, and Excel in your application and during the interview process.
• Research Gitlab's products and services, and be prepared to discuss how they can be applied to the SLED market.
• Practice your sales pitch and be prepared to articulate compelling value propositions that resonate at the executive level.
• Be prepared to discuss your experience working in a remote environment and managing a remote sales team.
• Don't be afraid to ask questions during the interview process, and be sure to inquire about the company culture and values.
• Use specific examples from your experience to demonstrate your skills and accomplishments, and be prepared to provide references upon request.