Overview
GitLab is an open-core software company that develops the AI-powered DevSecOps Platform used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. We embrace AI as a core productivity multiplier and expect all team members to incorporate AI into daily workflows to drive efficiency, innovation, and impact.
What You’ll Do
- Own the full new logo acquisition cycle from prospecting through close
- Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating 40-50% of your time to pipeline generation
- Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies
- Run high-quality discovery meetings, uncover business pain points, and articulate compelling value propositions 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 prioritizing accounts
- Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions
- Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue
- Maintain Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting
- Exceed quarterly and annual quotas (New logo count) while maintaining high activity levels and pipeline velocity
What You’ll Bring
- 3-5+ years of B2B SaaS sales experience with at least 1 year focused on new business development and net-new logo acquisition
- Proven track record as a top performer with closing experience
- Hunter mentality with exceptional pipeline generation skills – built territories from scratch and created demand in greenfield accounts
- Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing
- Strong discovery and qualification capabilities using consultative selling approaches
- Ability to compress sales cycles while managing multiple complex opportunities (15-20+ active deals)
- Relentless work ethic and competitive drive, energized by prospecting and winning
- Adaptability and coachability in dynamic, high-velocity environments
- Excellent communication and storytelling skills to deliver executive-level presentations
- Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
About The Team
Our New Business team operates like a startup within GitLab. We’re builders, prospectors, and market makers who thrive on new opportunities and breaking into accounts that have not heard of us. The team culture emphasizes drive, accountability, and continuous improvement, with ongoing enablement and deal strategy sessions. You’ll report to the Director of New Business Sales and collaborate with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success.
Hiring Process
- Recruiter Screen
- Hiring Manager IV
- Panel IV
- RVP IV
Additional Information
Remote-Global. Country Hiring Guidelines: GitLab hires in countries around the world. Roles are remote, with possible location-based eligibility requirements. Privacy policy: please review our Recruitment Privacy Policy. GitLab is an equal prospect employer and is committed to non-discrimination in all policies and practices. If you need accommodations during the recruiting process, please let us know.
Seniority level
- Mid-Senior level
Employment type
- Full-time
Job function
- Sales and Business Development
- Industries: IT Services and IT Consulting and Software Development
We are actively seeking candidates for the Australian market and other regions where applicable. This description reflects current responsibilities and requirements for the role.
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