Enablement Specialist, New Business

An overview of this role

As an Enablement Specialist, New Business at GitLab, you'll build and run the enablement infrastructure that helps our Account Executives and Business Development Representatives earn new logos faster and more consistently. You'll partner closely with GTM leadership and cross-functional teams to develop the skills, frameworks, and coaching rhythm that move sellers from onboarding to confident execution in the field. Your focus is practical and outcomes-driven: ensure new business sellers are ready to prospect, run discovery, articulate GitLab's value, and advance deals on or before Day 91 after hire, in an all-remote, values-driven environment.

Some examples of our projects:

• Building and owning a New Business Playbook with clear messaging, objection handling, and value propositions for untapped market segments
• Reviewing and coaching to recorded sales calls using call intelligence tools to identify skill gaps, improve execution, and shorten ramp time for new logo acquisition

What you'll do

• Conduct regular 1:1 and group coaching sessions for Account Executives and Business Development Representatives focused on outbound prospecting, discovery, deal progression, and closing new logo opportunities.
• Review recorded sales calls using call intelligence tools (for example, Gong or Chorus) to identify skill gaps, diagnose team-wide trends, and provide clear, actionable feedback that improves performance.
• Partner with reps and sales leadership to develop deal strategies for high-value opportunities, including whiteboarding account plans, mapping stakeholders, and building approaches to outmaneuver competitors.
• Own and continuously improve the New Business Playbook, including messaging by segment, objection handling, discovery frameworks, and value proposition guidance for new customer acquisition.
• Lead and execute the Academy onboarding experience for new business sellers, with the goal of getting reps productive quickly and working active deals on or before Day 91 after hire.
• Drive adoption and reinforcement of the GitLab sales methodology for new customer acquisition through enablement sessions, role plays, certifications, and ongoing reinforcement in the flow of work.
• Build a feedback loop with Marketing and Product to share the voice of the prospect, improving lead generation, messaging, and product direction based on field insights.
• Track and report enablement impact using defined metrics such as ramp time, meeting-to-opportunity conversion, and win rates for new logos, and use insights to iterate on programs and content.

What you'll bring

• Experience in enablement and/or new business sales, with a strong understanding of outbound, high-growth sales motions and what it takes to win new logos.
• Experience in new business sales that builds credibility to coach Account Executives and Business Development Representatives (BDRs/SDRs) on prospecting, discovery, and deal progression.
• Strong facilitation and coaching skills, including running 1:1 and group sessions and reviewing recorded calls (for example, via Gong or Chorus) to deliver clear, actionable feedback.
• Ability to partner with sellers on deal strategy, including helping map buying committees, navigate to executive stakeholders, and develop competitive approaches for high-value opportunities.
• Experience building and maintaining practical enablement assets, such as playbooks, messaging frameworks, and objection handling guidance tailored to new customer acquisition.
• Hands-on onboarding and ramp experience, with a focus on driving measurable time-to-productivity outcomes for new hires.
• A data-driven approach to enablement, defining success metrics (for example, ramp time and conversion rates) and using insights to continuously improve programs.
• Strong cross-functional collaboration skills, partnering with Marketing and Product to incorporate the voice of the prospect, and able to work effectively in an all-remote, asynchronous environment with clear written communication and strong ownership.

About the team

The Sales Enablement team partners with Sales leadership, Marketing, Product, and Revenue Operations to help new business sellers consistently execute what works, from first outreach through closed-won. You'll join a fully remote, globally distributed team that works asynchronously with account executives, business development representatives (BDRs/SDRs), and cross-functional stakeholders to build practical enablement that improves day-to-day seller performance. We're currently focused on strengthening new logo acquisition by building repeatable plays, coaching frameworks, and onboarding programs that help new business sellers get productive fast, while using clear metrics like ramp time, meeting-to-opportunity conversion, and win rates to understand what's working and where to iterate.