SMB New Business Account Executive
Join GitLab as an SMB Account Executive to acquire new customers and drive business growth in a fully remote environment.
Posted by employer 23 hours ago
First seen on Joblaze 13 hours ago
Last verified on the company career page 13 hours ago
Skills & Technologies
What you'll build
- Build and maintain a pipeline of new business opportunities
- Develop, test, and improve the outbound and new-customer acquisition playbook
- Own your territory and prospect accounts
- Manage the full sales cycle from initial contact to close
- Collaborate with partners and internal teams to develop account strategies
Must have
- Experience in information technology through sales, technical consulting, customer success, marketing, or customer service
- Strong communication and relationship-building skills
- Experience taking ownership of prospecting and delivering results
- Experience with modern sales tools
Nice to have
- An understanding of business-to-business software
- An understanding of open source software
- An understanding of the developer product space
AI in the day-to-day
We embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows.
Not disclosed in this posting: years of experience, visa sponsorship.
Benefits
Joblaze summary
In the role of SMB New Business Account Executive at GitLab, the individual is responsible for acquiring new customers by managing a territory of free and trial users, as well as cold prospects. Key skills include consultative sales techniques and familiarity with modern sales tools like Salesforce and LinkedIn Sales Navigator. This position is suited for candidates with a background in IT sales or customer success, particularly those who excel in outbound prospecting and relationship-building. The role emphasizes collaboration across teams to enhance customer engagement and drive business growth.
Joblaze insights
- Listed today — first seen on Joblaze October 10, 2026. Last confirmed on GitLab's careers page October 10, 2026.
- Salary band is below the typical range for Sales/Marketing roles (median ~$140,000).
- Starts above 20% of 41 comparable mid sales/marketing roles in Canada we track (median $82,157 across 22 companies).
- Salesforce appears in 8.3% of 108 comparable mid sales/marketing roles in Canada; 6sense appears in 0.9% of 108 comparable mid sales/marketing roles in Canada.
Quick facts
- Is the SMB New Business Account Executive role remote?
- Yes — GitLab lists this as a fully remote position.
- What's the salary range?
- GitLab lists $61,920–$66,000 for this role.
- What's the tech stack?
- Joblaze extracted these technologies from the posting: 6sense, Clari, GitLab, Gong, LinkedIn Sales Navigator, Outreach.
- What seniority level is this role?
- GitLab targets mid-level candidates for this position.
- Is this full-time or contract?
- Full-time for this SMB New Business Account Executive role at GitLab.
From the original posting
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.
An overview of this role
This role is 100% remote and will be based in the US and Canada.
As a Small and Medium Business (SMB) Account Executive (New Business), you'll focus exclusively on acquiring new GitLab customers. You'll own a territory of free GitLab users, trial users, engaged leads, and cold prospects, combining inbound and outbound sales to build relationships and business cases from scratch. You'll lead consultative sales conversations that connect customer challenges to GitLab's value and help shape the playbook for winning new customers.
GitLab develops the most comprehensive artificial intelligence-powered platform for software development, security, and operations (DevSecOps). Our mission is to enable everyone to contribute to and co-create the software that powers our world.
What you’ll do
- Build and maintain a pipeline of new business opportunities by engaging inbound leads, identifying promising prospect signals, and proactively reaching out to free users and other SMB prospects.
- Develop, test, and improve the outbound and new-customer acquisition playbook, including creative prospecting approaches and campaigns.
- Own your territory and prospect accounts: use data and industry research to identify key stakeholders, understand business needs, and document buying criteria, decision processes, next steps, and owners.
- Manage the full sales cycle from initial contact to close, engaging technical audiences and decision-makers, building business cases, and using GitLab's sales frameworks: MEDPICC for qualifying opportunities and Command of the Message for communicating value.
- Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing to develop account strategies and win new business.
- Achieve monthly and quarterly targets for new customer count and booked annual recurring revenue.
- Analyze wins and losses, share lessons and prospect feedback with Sales, Marketing, technical teams, and Product Development, contribute product ideas to the public issue tracker, and document improvements in the sales handbook.
- Build your knowledge of GitLab's product, market, and related technologies, and acquire industry-standard certifications to strengthen your technical credibility.
What you’ll bring
- Experience in information technology through sales, technical consulting, customer success, marketing, or customer service, with a demonstrated record of outbound prospecting, securing meetings, winning business, and building business cases for new accounts.
- Strong communication and relationship-building skills, including discovery, identifying customer pain points, presenting solutions, negotiating, and closing.
- Experience taking ownership of prospecting, following up through setbacks, and delivering results while working in accordance with GitLab's values.
- Experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
- A basic understanding of application lifecycle management and its related technologies, and a willingness to learn GitLab and Git.
- A commitment to improving your skills and contributing to team learning through training, reading, and mentorship.
- The ability to travel when needed and comply with GitLab's travel policy.
- Preferred: an understanding of business-to-business software, open source software, and the developer product space.
About the team
We work with Sales Development, Solution Architecture, Digital Marketing, and our partner ecosystem to develop prospect accounts and win new business. You'll collaborate across these groups and share customer insights with Product Development, Sales, and Marketing to improve how we reach and support prospective customers.
How GitLab will support you
- 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
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
How GitLab Supports Full-Time Employees
Standard company text repeated across GitLab's postings is omitted here.