New Business Account Executive, SLED

An overview of this role

As a New Business Account Executive - State, Local and Education (SLED) Integrators, 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 contractor 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. 

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

What You’ll Bring 

• Strong B2B SaaS sales experience with an emphasis on new business development and net-new logo acquisition
• Proven track record as a top performer with success in closing new logos
• Strong prospecting mentality with exceptional pipeline generation skills – you've built territories from scratch and created demand in greenfield accounts
• Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing
• Strong discovery and qualification capabilities using consultative selling approaches to uncover business pain and build compelling business cases for C-level stakeholders
• Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals)
• Relentless work ethic and competitive drive – you're energized by prospecting, motivated by competition, and have an insatiable desire to win
• Adaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedback
• Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations that drive urgency
• Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense

About the team

Our New Business team operates like a startup within the company – we're builders, prospectors, and market makers who are constantly thinking about our next deal and strategising our account plans. We’re looking for sales professionals who get energized by new opportunities and thrive on breaking into accounts that have never heard of us.

The team culture is built on drive, accountability, and continuous improvement (growth mindset). We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and push each other to be better every day. You'll be surrounded by other top performers who are passionate about their craft and committed to building something special.

You'll report to the Regional Sales Director - Federal Systems Integrators (FSI) and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. You will collaborate with the Public Sector SLED Account Executives, aligning contractor projects and programs with state and local government, and education customers. We invest heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement. Come and be a part of this team as we look to build something new!