New Business Account Executive

About the role

This position drives new customer acquisition for GitLab within the Nordics region. You will build relationships with key decision-makers at growing companies, managing the entire sales process from initial contact to closing deals. This role focuses on expanding GitLab's market presence and supporting customers in adopting the DevSecOps platform.

Key facts

What you'll do

• Lead the complete sales cycle for new customer acquisition in the Nordics, targeting high-growth accounts.
• Generate and maintain a strong sales pipeline through consistent outreach across various channels like phone, email, and social media.
• Conduct effective discovery meetings to understand customer challenges and align GitLab's offerings with their executive priorities.
• Navigate complex sales scenarios involving multiple stakeholders, including C-level executives and IT leaders, to build consensus.
• Develop and execute strategic plans for your territory, including account segmentation and tailored engagement approaches.
• Collaborate with Solutions Architecture and Customer Success to coordinate technical evaluations and ensure smooth post-sale transitions.
• Apply GitLab's sales methodologies, such as MEDDPICC and Command of the Message, to qualify opportunities and forecast accurately.
• Maintain detailed records in Salesforce, including account notes and competitive insights, to support forecasting and continuous improvement.

Requirements

• 5+ years of B2B SaaS sales experience, specifically in acquiring new customers and developing new business.
• Proven track record of building sales territories from the ground up and closing new deals in untapped markets.
• Understanding of consumption-based or usage-based business models and the ability to articulate value beyond traditional licensing.
• Strong skills in discovery, qualification, and consultative selling for engaging executives and multi-stakeholder groups.
• Capability to manage multiple complex opportunities simultaneously while maintaining organized prospecting and follow-up.
• Proficiency with modern sales technology tools.
• Adaptability to a dynamic work environment with an emphasis on continuous learning and coaching.
• Openness to candidates with diverse backgrounds who possess transferable skills in new business development, prospecting, and relationship building.
• Fluency in Swedish or Danish.

Skills & tools

• Salesforce
• Clari
• Outreach
• ZoomInfo or Cognism
• LinkedIn Sales Navigator
• Gong
• 6sense
• MEDDPICC
• Command of the Message

Practical notes

GitLab offers benefits for health, finances, and well-being, flexible paid time off, equity compensation, a growth and development fund, and parental leave. All roles are remote, but some may have specific location eligibility.