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GitLabSMB New Business Account Executive
GitLab is recruiting a New Business Account Executive for its small and mid-sized business team. The job is entirely remote and open to people living in…
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About This Role
GitLab is recruiting a New Business Account Executive for its small and mid-sized business team. The job is entirely remote and open to people living in the United States and Canada. The single mission is landing fresh customers. The AE covers a territory combining free-tier users, trial accounts, warm leads and cold prospects, mixing inbound and outbound outreach to build deals and relationships from scratch. The job starts with building…
Job Description
GitLab is recruiting a New Business Account Executive for its small and mid-sized business team. The job is entirely remote and open to people living in the United States and Canada. The single mission is landing fresh customers. The AE covers a territory combining free-tier users, trial accounts, warm leads and cold prospects, mixing inbound and outbound outreach to build deals and relationships from scratch.
The job starts with building a pipeline: answering inbound interest, spotting buying signals, and reaching out proactively to free users and other smaller prospects. The AE tests and iterates on outbound playbooks and new-logo tactics, researches accounts to pinpoint decision-makers and record buying criteria, decision steps and owners, and carries each opportunity from first touch to signed agreement. That includes engaging technical staff and executives, assembling business justifications, qualifying through MEDPICC and communicating value via Command of the Message. The AE also coordinates with the SDR team, solution architects and digital marketers, and must hit monthly and quarterly quotas for new accounts won and booked annual recurring revenue.
After each deal, the AE reviews wins and losses, shares lessons with sales, marketing, technical and product teams, submits product feedback to the public issue tracker, records process changes in the sales handbook, and expands product and market knowledge, including through certifications.
Responsibilities
- Build a new-business pipeline by working inbound leads and contacting free-tier users and other small-business leads
- Develop, test and refine the outbound and new-customer playbook
- Research accounts to uncover stakeholders, buying criteria, decision steps and owners
- Drive each opportunity from first contact to close, including building business cases
- Coordinate account plans with the SDR team, solution architects and digital marketers
- Hit monthly and quarterly quotas covering new logos and booked annual recurring revenue
- Review wins and losses and pass insights to Sales, Marketing, technical staff and Product
- Document process improvements in the sales handbook
Requirements
- Background in tech-focused sales, consulting, customer success, marketing or support roles
- Proven outbound prospecting, meeting booking, deal closing and new-account business case development
- Strong discovery, presentation, negotiation and closing skills, plus relationship building
- Perseverance through setbacks while delivering results
- Hands-on use of Gong, 6sense, Clari, Outreach, ZoomInfo, Cognism, LinkedIn Sales Navigator and Salesforce
- Basic knowledge of application lifecycle management; open to learning GitLab and Git
- Dedication to self-development and to helping the team learn
- Ready to travel when necessary, following the company travel policy
Qualifications
- Grasp of B2B software, open-source projects and developer tooling markets (preferred)
Core Skills
Benefits
- Flexible time-off policy
- Employee resource groups
- Equity awards and an employee share purchase plan
- Fund supporting professional growth
- Leave for new parents
- Home office stipend
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where can the role be based?
Fully remote, open to residents of the United States and Canada.
What is the base salary?
US residents get a $61,920 to $66,000 USD base range, plus variable incentive pay that can reach 100 percent of base.
Does the role manage existing customers?
No. The role is about winning new customers; growing existing accounts is a different job.
Is travel required?
Travel may be required and follows the company travel policy.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.