New Business Account Executive - Public SectorRemote, AustraliaGitLab is an open-core software company that develops the most comprehensive 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.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.New Business Account Executive - Public SectorLocation: ACTAs a New Business Account Executive, you'll be at the forefront of GitLab's growth strategy, exclusively focused on acquiring new logos and expanding our market presence into untapped territories.This is a greenfield opportunity for someone who combines enterprise-level sophistication with startup velocity – you'll need to think strategically while executing with urgency.As a creative and self-motivated sales professional, you'll be expected to prospect daily, run multiple customer meetings, and maintain exceptional pipeline hygiene.What You'll DoOwn the full new logo acquisition cycle from prospecting through closeBuild and maintain a 3-4x pipeline coverage through high-volume prospecting activitiesExecute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategiesRun high-quality discovery meetings, uncovering business pain points and articulating compelling value propositionsNavigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committeesDevelop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritisation strategyPartner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitionsMaster our sales methodology to qualify opportunities, manage deal velocity, and drive predictable revenueMaintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecastingExceed quarterly and annual quotas while maintaining high activity levels and pipeline velocity metricsWhat You'll Bring3-5+ years of B2B SaaS sales experience with at least 1 year focused on new business development and net-new logo acquisitionProven track record as a top performer with success in closing new logosHunter mentality with exceptional pipeline generation skillsExperience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensingStrong discovery and qualification capabilities using consultative selling approachesDemonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneouslyRelentless work ethic and competitive driveAdaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedbackExcellent communication and storytelling skills with the ability to craft and deliver executive-level presentationsProficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6senseAbout the teamOur New Business team operates like a startup within the company – we're builders, prospectors, and market makers who are constantly thinking about our next deal and strategising our account plans.GitLab is proud to be an equal opportunity workplace and is an affirmative action employer.
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