New Business Account Executive - Southern California

ABOUT THE ROLE We're seeking a highly motivated and experienced New Business Account Executive to drive net-new logo acquisition and expand our presence in untapped markets. As a key member of our New Business team, you'll focus on acquiring high-growth target accounts and building relationships with C-level and senior technical buyers. Your goal will be to manage the full sales cycle from first outreach to close, creating your own pipeline through consistent, high-quality prospecting. WHAT YOU'LL DO As a New Business Account Executive, you'll be responsible for: - Managing the full new logo acquisition cycle from first outreach through close for high-growth target accounts - Building and maintaining strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels - Running effective discovery meetings to uncover business pain, quantify impact, and align our value proposition with executive-level priorities - Navigating complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus - Developing and executing strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects - Partnering with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs - Applying our sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting - Maintaining consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement WHAT YOU'LL NEED To succeed in this role, you'll need: - 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 WHY REMOTE As a remote employee at GitLab, you'll have the flexibility to work from anywhere while collaborating with a global team. Our remote-first culture allows you to work asynchronously across multiple regions and time zones, making it an ideal fit for those who value flexibility and autonomy. BENEFITS - Competitive salary - Comprehensive benefits package, including medical, dental, and vision insurance - 401(k) matching program - Flexible PTO policy - Professional development opportunities - Access to cutting-edge technology and tools - Collaborative and dynamic work environment - Opportunity to work with a global team and contribute to a