SMB Account Executive (New Business)

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

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. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

The SMB New Business Account Executive role is a critical role in building GitLab’s customer-base and continued long-term growth. The SMB New Business Account Executive will focus exclusively on acquiring new customers and generating new logos by executing on an inbound/outbound sales playbook.

In this role, you will own a territory and book of prospect accounts (including free GitLab users, trials, engaged leads and cold prospects). You will navigate it by leveraging data, developing a deep understanding of the product, the market, customer challenges and business needs. You will strategically build relationships with your accounts and lead a consultative sales cycle by painting the vision of DevSecOps with GitLab and helping them achieve business outcomes.

This is a high-impact role for someone who is competitive, self-starter and hungry, who is excited by forming new motions, thrives in a hunter environment and is energized by building relationships and business cases from scratch.

Responsibilities

Drive selling into free users and base prospects within the SMB segment by articulating the value of GitLab. Engaging with inbound prospect and proactively reaching out to prospects showing potential and key signals

Build, co-create and consistently iterate on the outbound / new logo playbook and strategy to win new customers

Introduce and execute against new creative prospecting and campaign ideas

Take ownership of and act as the CEO for the book of business in your territory

Document the buying criteria & process, next steps & owners

Develop and execute comprehensive prospecting strategies to build and maintain a healthy pipeline of new business opportunities

Work and collaborate with our Partner ecosystem to drive new business and value for our customers

Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts

Manage the full sales cycle from initial contact to close by involving technical audience, multiple stakeholders and decision-makers, and articulating GitLab’s value proposition to across various industries

Master MEDPICC and Command of the Message on all opportunities

Collaborate with cross-functional teams including Sales Development, Solution Architecture and Digital Marketing to develop winning strategies in targeting accounts

Contribute to root cause analyses on wins/losses.

Communicate lessons learned to the team, including the marketing team, the technical team and product

Feedback: Effectively communicate learnings, feedback and challenges to relevant teams (inc