New Business Account Executive - SLED

An overview of this role

As a New Business Account Executive - State, Local and Education (SLED), you'll be at the forefront of GitLab’s growth strategy, exclusively focused on acquiring new logos and expanding our market presence within the SLED community. You'll work with a variety of organizations, navigating sales cycles while maintaining the high velocity of a true new business seller breaking into new accounts and building relationships from scratch.

This is a greenfield opportunity for someone who combines a strong ability to sell with a startup mentality. In this role, you’ll sell innovation and change to net new customers, compressing decision cycles while building trust at the leadership level. You'll own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximize every opportunity. Your success will directly impact our company's growth trajectory and market position.

This person MUST be currently located in the US.

What You’ll Do

• Own the full new logo acquisition cycle
• Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating the majority of your time to pipeline generation
• Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities
• Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels
• Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees
• Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy
• Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions
• Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue
• Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting
• Exceed quotas while maintaining high activity levels and pipeline velocity metrics