Greenhouse ·
full-timeSMB Account Executive (new Business)
Gitlab · Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United Kingdom
GitLab provides an intelligent orchestration platform for DevSecOps, helping organizations improve developer productivity and software security. As an SMB Account Executive focused on new business, you will be responsible for expanding the company's customer base by acquiring new logos. The role involves managing a specific territory and a book of prospect accounts, ranging from free users and trial participants to cold leads. You will execute both inbound and outbound sales strategies, conducting consultative sales cycles to articulate the value of the GitLab platform to technical and business stakeholders. Daily responsibilities include building and refining sales playbooks, identifying key decision-makers, and managing the full sales cycle from initial contact to closing. This position is well-suited for a competitive, self-motivated individual who thrives in a hunter-style environment. Candidates should be comfortable building business cases from scratch, navigating complex sales processes using frameworks like MEDPICC, and collaborating with cross-functional teams such as solution architecture and marketing to drive growth. A strong interest in software development lifecycles and the ability to translate technical product benefits into business outcomes are essential for success in this role.
Education
- Level: Bachelor's degree
Key Skills
About the Role GitLab is an intelligent orchestration platform for DevSecOps that helps organizations increase developer productivity, improve operational efficiency, reduce security risk and accelerate digital transformation. The SMB New Business Account Executive role focuses on acquiring new customers and generating new logos by executing an inbound/outbound sales playbook, owning a territory and driving the full sales cycle. Responsibilities Drive selling into free users and base prospects within the SMB segment by articulating GitLab’s value. Engage inbound prospects and proactively reach out to high‑potential leads. Build, co‑create and iterate on the outbound/new‑logo playbook and strategy. Introduce and execute new prospecting and campaign ideas. Own the book of business in the territory, documenting buying criteria, process and next steps. Develop and execute comprehensive prospecting strategies to maintain a healthy pipeline. Collaborate with partner ecosystem to drive new business and value. Research accounts, identify key players, generate interest and develop accounts. Manage the full sales cycle from initial contact to close, involving technical audiences and multiple stakeholders. Master MEDPICC and Command of the Message on all opportunities. Collaborate with Sales Development, Solution Architecture and Digital Marketing to develop winning strategies. Contribute to root‑cause analyses on wins/losses and communicate lessons learned to relevant teams.
Skills for this role
Required skills
Also mentioned in the listing
| Role | SMB Account Executive (new Business) |
|---|---|
| Company | Gitlab |
| Location | Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United Kingdom |
| Type | full-time |
| Compensation | Not disclosed |
| Posted | 2026-10-08 |
| Deadline | Rolling |
Typical process for this type of role
A general guide — the exact steps for this specific listing may vary; check the original posting for details.
- 1ApplicationSubmit your resume through the apply link.
- 2ScreeningRecruiter reviews your background against the role.
- 3AssessmentA technical test, assignment, or coding round, depending on the role.
- 4Interview(s)One or more rounds with the hiring team.
- 5OfferOffer letter with compensation and start date.
Before you apply
0/4SMB Account Executive (new Business) at Gitlab: frequently asked questions
- Who can apply for the SMB Account Executive (new Business) role at Gitlab?
- The listing asks for Bachelor's degree; freshers are welcome.
- What skills does the SMB Account Executive (new Business) role require?
- The listing highlights Sales, Prospecting, MEDPICC, Command of the Message, Partner Management, Digital Marketing, DevSecOps, AI. Show each of these in a project or past role on your resume.
- What is the salary for this role?
- Gitlab has not stated compensation in the listing. Check the original posting or ask during the application process.
- Is the SMB Account Executive (new Business) position remote, hybrid or onsite?
- The listing marks this role as remote, with Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United Kingdom as the location.
- What is the application deadline?
- Gitlab has not listed a fixed deadline, so apply early in case the opening is filled.
- How do I apply for the SMB Account Executive (new Business) role?
- Use the Apply button on this page. It opens the original listing on job-boards.greenhouse.io, where you submit your application with the company.
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