New Business Account Executive - Nordics

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

Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts

Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels

Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive-level priorities

Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus

Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects

Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs

The New Business team is responsible for driving net-new logo acquisition and expanding GitLab’s presence in untapped markets. Operating like a startup within GitLab, the team is made up of New Business Account Executives partnered with a dedicated SDR pod and supported by Sales Engineering, Marketing, and Customer Success, collaborating asynchronously across multiple regions and time zones. The team focuses on building greenfield territories, breaking into accounts where GitLab is not yet known, and creating repeatable, high-velocity motions for complex, multi-stakeholder deals. The primary opportunities ahead include accelerating adoption of GitLab’s AI-powered DevSecOps platform in high-growth segments, refining our outbound strategies based on real-time market feedback, and sharing insights that shape our go-to-market approach.

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