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GitLab presents itself as an intelligent, AI-powered DevSecOps platform used by over 50 million users and trusted by more than half of the Fortune 100 to ship secure software faster, with AI embedded as a productivity multiplier in the team’s daily work. The New Business Account Executive role focuses on acquiring net-new customers in a greenfield territory, managing the full sales cycle from outreach to close, and building a pipeline through high-quality prospecting while collaborating with SDRs, Solutions Architects, Marketing, and Customer Success. Responsibilities include running discovery to uncover business pain, navigating multi-stakeholder cycles with C-level executives, executing strategic territory plans, orchestrating technical evaluations and proofs of concept, and applying MEDDPICC and Command of the Message to qualify and forecast deals with thorough Salesforce documentation. Requirements include B2B SaaS sales experience with net-new logo acquisition, ability to build territories from scratch, familiarity with consumption-based models, strong discovery and consultative selling skills, and proficiency with tools like Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense. GitLab emphasizes a startup-like New Business team, remote global hiring with potential location-based eligibility, supportive benefits, and a firm commitment to equal opportunity and inclusion, including accommodations in recruiting.

GitLab positions itself as an intelligent DevSecOps orchestration platform used by over 50 million users and many Fortune 100 companies, aiming to boost productivity, efficiency, security, and digital transformation, with a culture that embraces AI and values every voice. The Account Executive role for Ukraine and Cyprus involves selling to organizations up to 4,000 employees, managing a broad book of business, reporting to an Area Sales Manager, and guiding customers through the adoption of GitLab’s AI-powered platform. You’ll own the full sales cycle—from discovery to close—articulate GitLab’s value, document buying criteria and processes, maintain an evidence-based pipeline, and contribute to root-cause analyses and product feedback. Candidates should have proven software sales success (mid-market/enterprise), strong communication and negotiation skills, experience with pipeline data and win/loss analysis, fluency in Russian or Ukrainian and English, willingness to travel, and alignment with GitLab values and openness to diverse backgrounds. GitLab emphasizes a distributed, remote, collaborative sales team with flexible benefits, equity programs, and inclusive hiring practices, including welcoming applicants with varying levels of experience and affirming equal opportunity and accommodation for disabilities.