SMB Account Executive – New Business

• Acquire new SMB customers and generate new logos through inbound and outbound sales
• Own a territory and book of prospect accounts, including free users, trials, engaged leads and cold prospects
• Build and iterate the outbound/new-logo playbook and strategy
• Develop and execute prospecting strategies to maintain a healthy new-business pipeline
• Collaborate with the partner ecosystem to drive new business and customer value
• Research accounts, identify key players, generate interest and develop accounts
• Manage the full sales cycle from initial contact to close
• Engage technical audiences, stakeholders and decision-makers while articulating GitLab’s value proposition
• Apply MEDPICC and Command of the Message to opportunities
• Collaborate with Sales Development, Solution Architecture and Digital Marketing
• Analyze wins and losses and communicate lessons learned
• Provide product feedback and document improvements in the sales handbook
• Maintain foundational knowledge of technologies related to GitLab’s market
• Acquire industry-standard certifications
• Achieve monthly and quarterly new-logo and booked-ARR targets

• A self-starter with a proven track record of resilience, motivation and results
• Demonstrated track record of outbound sales activity, securing calls, meeting and winning business, with a creative ability to break into new accounts and build business cases
• Effective communicator, strong interpersonal skills
• Excellent discovery, negotiation, presentation and closing skills
• Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in information technology
• Understanding of B2B software, Open Source software, and the developer product space preferred
• Experience with Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
• Basic understanding of application lifecycle management and related technologies
• Willingness to learn GitLab and Git
• Proficiency in another language, such as French, German, Spanish, or Dutch
• Ability to travel if needed and comply with the company travel policy

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off (PTO)
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Remote work arrangement