New Business Account Executive

New Business Account Executive - Public Sector Remote, Australia GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. New Business Account Executive - Public Sector Location: ACT As a New Business Account Executive, you'll be at the forefront of GitLab’s growth strategy, exclusively focused on acquiring new logos and expanding our market presence into untapped territories. This is a greenfield opportunity for someone who combines enterprise-level sophistication with startup velocity – you'll need to think strategically while executing with urgency. As a creative and self-motivated sales professional, you'll be expected to prospect daily, run multiple customer meetings, and maintain exceptional pipeline hygiene. What You’ll Do Own the full new logo acquisition cycle from prospecting through close Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions 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 prioritisation strategy Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions Master our sales methodology 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 quarterly and annual quotas while maintaining high activity levels and pipeline velocity metrics What You’ll Bring 3-5+ years of B2B SaaS sales experience with at least 1 year focused on new business development and net-new logo acquisition Proven track record as a top performer with success in closing new logos Hunter mentality with exceptional pipeline generation skills 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 Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously Relentless work ethic and competitive drive 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 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. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. #J-18808-Ljbffr