New Business Account Executive - Southern California
WFA Digital Insight
As the demand for cloud-based DevSecOps solutions continues to surge, companies like Gitlab are at the forefront, driving innovation and growth. With over 50 million registered users, Gitlab is an attractive destination for sales professionals looking to expand their portfolio and skills. In this context, the role of a New Business Account Executive is critical, requiring a unique blend of technical acumen, business savvy, and interpersonal skills. Candidates should be aware that the ability to navigate complex sales cycles, build strong relationships with C-level executives, and drive revenue growth are essential for success in this position. Moreover, the market for B2B SaaS sales professionals has seen a significant uptick, with a reported 25% increase in job openings in the last year alone, making this an exciting time to join the industry.
Job Description
About the Role
The New Business Account Executive role at Gitlab is a critical component of the company's growth strategy, focusing on acquiring new customers and expanding the market presence. As a key member of the sales team, you will be responsible for managing the full sales cycle, from initial outreach to close, and creating your own pipeline through consistent, high-quality prospecting. You will work closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success to drive revenue growth and position Gitlab as a leader in the dynamic DevSecOps market.Gitlab's platform is designed to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. As a New Business Account Executive, you will be at the forefront of this effort, helping customers navigate their decision-making process and acting as a trusted partner as they adopt Gitlab's AI-powered DevSecOps platform.
You will report to the Director of New Business Sales and contribute to Gitlab's revenue trajectory and market position. This is a unique opportunity to join a high-performance culture driven by values and continuous knowledge exchange, where every voice is valued and careers can accelerate.
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
- Demonstrated success building territories and managing complex sales cycles
- Strong understanding of the DevSecOps market and the ability to articulate Gitlab's value proposition
- Excellent communication, interpersonal, and negotiation skills
- Ability to work in a fast-paced, dynamic environment and adapt to changing priorities
- Strong analytical and problem-solving skills, with the ability to quantify business impact and drive data-driven decisions
- Experience with Salesforce and other sales tools, with the ability to maintain accurate records and forecasts
Nice to Have
- Experience with Adjust or similar analytics platforms
- Knowledge of AI-powered sales tools and methodologies
- Certification in sales methodologies such as MEDDPICC or Command of the Message
- Experience working in a remote or distributed team environment
Benefits and Perks
- Competitive salary and equity package
- Comprehensive health, dental, and vision insurance
- Flexible PTO policy and remote work stipend
- Access to cutting-edge technologies and tools
- Opportunities for professional development and career growth
- Collaborative and dynamic work environment with a team of industry leaders
- Recognition and reward programs for outstanding performance
How to Stand Out
- Develop a strong understanding of the DevSecOps market and Gitlab's value proposition to articulate the company's unique selling points.
- Highlight your experience with complex sales cycles and your ability to navigate multi-stakeholder buying committees.
- Showcase your skills in Salesforce and other sales tools, and demonstrate your ability to maintain accurate records and forecasts.
- Prepare to discuss your experience with AI-powered sales tools and methodologies, and how you have applied them in previous roles.
- Research Gitlab's culture and values, and be prepared to discuss how you align with them and can contribute to the company's mission.
- Be prepared to provide specific examples of your sales successes and challenges, and how you overcame them to drive revenue growth.
- Consider creating a portfolio or case studies of your previous sales experiences to demonstrate your skills and achievements
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