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GitLab is an open-core, AI-powered DevSecOps platform used by more than 100,000 organizations, with a mission to enable everyone to contribute to and co-create software, accelerating progress through AI-enabled collaboration. The New Business Account Executive role focuses on acquiring new logos, expanding into untapped territories, and owning the full sales cycle with a high-velocity, hunter mindset (40-50% pipeline generation, 3-4x pipeline). Responsibilities include 3-5 high-quality discovery meetings per day, navigating complex multi-stakeholder deals with executives and IT leaders, developing territory plans, and coordinating with Solutions Architecture and Customer Success for evaluations, POCs, and smooth post-sale transitions, while mastering MEDDPICC and the Command of the Message and maintaining Salesforce hygiene. Requirements include 3-5+ years of B2B SaaS sales with at least 1 year in new business, a top-decile track record for new logo acquisition, strong pipeline generation skills, experience with consumption-based models, and proficiency with a modern sales tech stack to manage 15-20+ active deals. The New Business team operates like a startup within GitLab, valuing challenge, accountability, and growth, offering remote work, growth opportunities, and an affirmative-acting culture, with global hiring and location-based eligibility.

GitLab is an open-core, AI-powered DevSecOps platform used by over 100,000 organizations, with a mission to enable everyone to contribute to software and accelerate human progress, integrating AI across the SDLC. The Customer Success Architect role sits at the intersection of business outcomes and technical excellence, acting as a trusted advisor to key accounts, translating pre-sales plans into actionable success plans, and guiding adoption while coordinating with Product, Engineering, Sales, Support, and Professional Services. In the first year, you’ll build consultative relationships, increase product adoption and customer satisfaction, own a portfolio of customers, and serve as the go-to liaison for questions, escalations, and roadmap conversations. Key duties include aligning GitLab solutions to customer objectives, enabling teams through onboarding and best practices, guiding the customer journey from onboarding to maturity, maintaining Customer Success Plans with KPIs, program-managing escalations, staying current on releases, and identifying training or services opportunities. The role requires proven customer success or post-sales experience, practical knowledge of Git and DevSecOps, strong communication and project-management skills, the ability to work independently within a globally distributed, all-remote team, willingness to travel, and a company culture that emphasizes equal opportunity, flexible benefits, and a transparent hiring process.