SMB Account Executive (New Business)

About this role

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. The SMB New Business Account Executive role is a critical role in building GitLab’s customer-base and continued long-term growth. The SMB New Business Account Executive will focus exclusively on acquiring new customers and generating new logos by executing on an inbound/outbound sales playbook. In this role, you will own a territory and book of prospect accounts (including free GitLab users, trials, engaged leads and cold prospects). You will navigate it by leveraging data, developing a deep understanding of the product, the market, customer challenges and business needs. You will strategically build relationships with your accounts and lead a consultative sales cycle by painting the vision of DevSecOps with GitLab and helping them achieve business outcomes. This is a high-impact role for someone who is competitive, self-starter and hungry, who is excited by forming new motions, thrives in a hunter environment and is energized by building relationships and business cases from scratch. Responsibilities • Drive selling into free users and base prospects within the SMB segment by articulating the value of GitLab. Engaging with inbound prospect and proactively reaching out to prospects showing potential and key signals • Build, co-create and consistently iterate on the outbound / new logo playbook and strategy to win new customers • Introduce and execute against new creative prospecting and campaign ideas • Take ownership of and act as the CEO for the book of business in your territory: • Document the buying criteria & process, next steps & owners • Develop and execute comprehensive prospecting strategies to build and maintain a healthy pipeline of new business opportunities • Work and collaborate with our Partner ecosystem to drive new business and value for our customers • Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts • Manage the full sales cycle from initial contact to close by involving technical audience, multiple stakeholders and decision-makers, and articulating GitLab’s value proposition to across various industries • Master MEDPICC and Command of the Message on all opportunities • Collaborate with cross-functional teams including Sales Development, Solution Architecture and Digital Marketing to develop winning strategies in targeting accounts • Contribute to root cause analyses on wins/losses. • Communicate lessons learned to the team, including the marketing team, the technical team and product • Feedback: Effectively communicate learnings, feedback and challenges to relevant teams (including Product Development, Sales, and Marketing) to drive continuous improvement, and be the voice of the prospect by contributing product ideas to our public issue tracker • Contribute to documenting improvements in our sales handbook • Market knowledge: Maintain a foundational understanding of technologies related to GitLab’s market focus • Training & Certifications: Acquire industry standard certifications to build up credibility as a technical expert Performance Metrics • Achieving monthly and quarterly new logo acquisition targets, for both new logo count and booked ARR Requirements • You share our values, and work in accordance with those values • 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 skills, ability to uncover and address customer pain points, negotiation, presentation and closing skills • Demonstrated progressive experience in sales, technical consulting, customer success, marketing, or customer service in the field of information technology • An understanding of B2B software, Open Source software, and the developer product space is preferred • Experience with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense • Basic understanding of application lifecycle management including the technology commonly used in application lifecycle management • Be ready to learn how to use GitLab and Git • Focuses on continuously improving your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others • Proficiency in another language ie. French, German, Spanish, Dutch • Ability to travel if needed and comply with the company’s travel policy #LI-CM1 Compensation To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page. Additional details about our process can be found on our hiring page . Remote-Global How GitLab Supports Full-Time Employees • Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental Leave Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process .