Key skills
CGitLabSaaSSalesforceCustomer SuccessSales
About this role
Role Overview
- Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts
- Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels
- Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive-level priorities
- Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus
- Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects
- Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs
- Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting
- Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement
Requirements
- Experience in B2B SaaS sales focused on net-new logo acquisition and new business development
- Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers
- Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures
- Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups
- Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence
- Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration
- Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills
Benefits
- 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
- Home office support