New Business Account Executive - SLED

ABOUT THE ROLE We're seeking a highly motivated and experienced New Business Account Executive to join our State, Local and Education (SLED) team at GitLab. As a key player in our growth strategy, you'll be responsible for acquiring new logos and expanding our market presence within the SLED community. This is a greenfield opportunity for someone who combines a strong ability to sell with a startup mentality. WHAT YOU'LL DO As a New Business Account Executive, you'll own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximize every opportunity. Your responsibilities will include: - Owning the full new logo acquisition cycle - Building and maintaining a 3-4x pipeline coverage through high-volume prospecting activities - Executing a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies - Running high-quality discovery meetings to uncover business pain points and articulate compelling value propositions - Navigating complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees - Developing and executing strategic territory plans to identify high-value targets and create a qualified account prioritization strategy - Partnering with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions - Mastering our sales methodology to qualify opportunities, manage deal velocity, and drive predictable revenue - Maintaining exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting WHAT YOU'LL NEED To succeed in this role, you'll need: - Strong B2B SaaS sales experience with an emphasis on new business development and net-new logo acquisition - A proven track record as a top performer with success in closing new logos - Strong prospecting mentality with exceptional pipeline generation skills - 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 - Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously - Relentless work ethic and competitive drive - Adaptability and coachability - Excellent communication and storytelling skills - Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense WHY REMOTE As a remote employee, you'll have the flexibility to work from anywhere and be part of a high-performance culture that values continuous knowledge exchange and collaboration with industry leaders. BENEFITS - Competitive salary - Comprehensive benefits package including health, dental, and vision insurance - 401(k) matching program - Flexible work arrangements - Opportunity to work with a leading technology company that is transforming how the world develops software