New Business Commercial Account Executive- Financial Services, US

An overview of this role

As a New Business Account Executive in the United States, you'll be at the forefront of GitLab's growth strategy, exclusively focused on acquiring new logos and expanding our market presence across the US. You'll work with sophisticated buyers at high-growth companies and enterprises, navigating complex sales cycles while maintaining a high pace in building pipeline and progressing deals as a new business professional. You'll guide prospects through their first evaluations of GitLab’s AI-powered DevSecOps platform, building a healthy, sustainable pipeline that translates into new Net ARR and long-term opportunity.

In this role, you'll act as a key connector between prospective customer stakeholders and GitLab's field organization so prospects see GitLab as a trusted partner from the very first interaction through close. You'll work to build a greenfield, fully remote US territory, establish repeatable new logo sales motions, and regularly forecast and report on deal progress, prospecting activities, and pipeline health. 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. You know how to sell innovation and change through customer vision expansion, compressing decision cycles while building trust at the C-level. You'll own the entire sales cycle from initial outreach through close. You'll build your own pipeline while collaborating with marketing and SDRs to maximize every opportunity. You consistently drive proactive outbound prospecting to break into new accounts and build relationships from scratch.

What you'll do

• Own the full new logo acquisition cycle for your US territory from prospecting through close
• Build and maintain 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 to identify and create new opportunities across US-based accounts
• Run 3-5 high-quality discovery meetings per day with senior stakeholders, uncovering business pain points and articulating compelling value propositions that resonate at executive levels
• Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees in high-growth and enterprise organizations
• Develop and execute strategic territory plans for your US patch within 30 days, identifying high-value targets and creating a qualified account prioritization strategy for greenfield accounts
• Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept (POCs), and ensure smooth post-sale transitions for new customers
• Master our sales methodology (for example, MEDDPICC and Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable new logo revenue
• Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting for your territory
• Consistently meet or exceed quarterly and annual goals (new logo count) while maintaining sustainable activity levels and strong pipeline health metrics

What you'll bring

• B2B SaaS sales experience with a strong focus on new business development and net-new logo acquisition in the United States or similar high-growth markets
• Proven track record of owning full-cycle deals in greenfield or underpenetrated territories, consistently moving opportunities from initial engagement through close and finishing as a top performer (for example, top 10-20%) in closing new logos
• Experience managing fast-paced, complex B2B sales cycles with multiple stakeholders, using a consultative, value-based approach and familiarity with consumption-based or usage-based business models to articulate value beyond traditional licensing
• Strong discovery and qualification skills, with the ability to work cross-functionally with Sales Development, Solutions Architects, Customer Success, and Marketing to run evaluations, proofs of concept, and seamless handoffs to post-sale teams while building compelling business cases for C-level stakeholders
• Familiarity with modern sales methodologies (for example, MEDDPICC and Command of the Message) and demonstrated ability to help streamline sales cycles while managing multiple active opportunities with accurate forecasting and strong Salesforce hygiene
• Excellent communication, storytelling, and presentation skills with the ability to build appropriate urgency when needed, influence internal and external stakeholders, and stay composed in dynamic or challenging situations, supported by a strong work ethic, sense of ownership, and motivation to succeed
• Adaptable and coachable approach you have a track record of excelling in a dynamic, high-velocity, all-remote environment, work in line with GitLab's values, use GitLab and our sales tech stack in your daily work, and continuously iterate based on market and customer feedback
• Proficiency with a modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense

About the team

The New Business Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with customers across high-growth and enterprise segments in the United States. As a New Business Account Executive, you'll join a distributed, all-remote team that works asynchronously across the US and partners closely with GitLab's solutions architects, marketing, sales development, and customer success teams. We value transparency, collaboration, and a growth mindset, and we support one another through shared territory planning, regular deal strategy sessions, and ongoing knowledge sharing focused on establishing and expanding relationships within greenfield accounts.

Our New Business team operates like a startup within the company – we're innovators, prospectors, and market makers who stay close to our customers and continually refine our account strategy. We're looking for proactive sales professionals who get energised by new opportunities and enjoy opening doors with accounts that may not know us yet.

The team culture is built on drive, accountability, and continuous improvement (growth mindset). We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and support each other in getting better every day. You'll be surrounded by colleagues who are passionate about their craft and committed to building something special.

You'll report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. We invest heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement. Come and be a part of our team and help us build something special in the US market.