Job Description

GitLab is an open-core software company that develops the most comprehensive , used by more than 100,000 organizations. Our is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like and , customers get AI benefits at every stage of the SDLC.
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. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. as we build technology that transforms how the world develops software.
An overview of this role
As a New Business Account Executive in India, you'll be at the forefront of GitLab's growth strategy, exclusively focused on acquiring new logos and expanding our market presence across the region. You'll work with sophisticated buyers at high-growth companies and enterprises, navigating complex sales cycles while maintaining a high pace in building pipeline and progressing deals as a new business professional. You'll guide prospects through their first evaluations of GitLab's AI-powered DevSecOps platform, building a healthy, sustainable pipeline that translates into new Net ARR and long-term opportunity.
In this role, you'll act as a key connector between prospective customer stakeholders and GitLab's field organization so GitLab is seen as a trusted partner from the very first interaction through close. You'll work to build a greenfield territory in India, establish repeatable new logo sales motions, and regularly forecast and report on deal progress, prospecting activities, and pipeline health. 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. You know how to sell innovation and change through customer vision expansion, compressing decision cycles while building trust at the C-level. You'll own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximise every opportunity. You proactively open new accounts and build relationships from scratch through targeted outreach and consistent follow-up.
What you'll do

• Own the full new logo acquisition cycle for your India territory from prospecting through close.
• Build and maintain 3-4x pipeline coverage through high-volume prospecting activities, dedicating 40-50% 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 across India-based accounts.
• Run 3-5 high-quality discovery meetings per day with senior stakeholders, 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 in high-growth and enterprise organizations.
• Develop and execute strategic territory plans for India, identifying high-value targets and creating a qualified account prioritisation strategy for greenfield accounts.
• Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept (POCs), and ensure smooth post-sale transitions for new customers.
• Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable new logo revenue.
• Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting for your India territory.
• Exceed quarterly and annual quotas (new logo count) while maintaining high activity levels and strong pipeline velocity metrics.

What you'll bring

• 3-5 years of B2B SaaS sales experience, including at least 1 year focused on new business development and net-new logo acquisition in India or similar high-growth markets.
• Proven track record of strong performance in closing new logos and owning full-cycle deals.
• Experience with consumption-based or usage-based business models and the ability to articulate value beyond traditional licensing to senior decision-makers.
• Strong discovery and qualification capabilities using consultative, value-based selling to uncover business pain and build compelling business cases for C-level stakeholders.
• Demonstrated ability to compress sales cycles, manage multiple complex opportunities simultaneously (15-20+ active deals), and maintain accurate forecasting and Salesforce hygiene.
• Strong work ethic and focus on results, shown through consistently high activity levels and persistence, strong prospecting volume, a healthy sense of competition, and motivation to hit ambitious targets in a fast-paced, new-business environment.
• Excellent communication, storytelling, and presentation skills with the ability to craft and deliver executive-level presentations that create urgency and align diverse stakeholders.
• Proficiency with modern sales methodologies (for example, MEDDPICC and Command of the Message) and a contemporary sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

About the team
The New Business Sales team focuses on helping customers adopt and get long-term value from GitLab's AI-powered DevSecOps platform. As a New Business Account Executive, you'll be part of a distributed, all-remote group that works asynchronously and partners closely with GitLab's solutions architects, marketing, sales development, and customer success teams. We support one another through shared planning, regular deal strategy sessions, and active knowledge sharing.
Our New Business team operates like a startup within the company. We're builders, prospectors, and market makers who value experimentation, ownership, and thoughtful account coverage. We look for sales professionals who proactively pursue new opportunities and are comfortable reaching out to accounts that may not know us yet.
Our team culture is built on drive, accountability, and continuous improvement (growth mindset). We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and support each other in getting better over time. You'll be surrounded by teammates who are passionate about their craft and committed to building something special.
You'll report to the Director of New Business Sales and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. We invest heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement. Come and be a part of our team and help us build something special!
How GitLab will support you
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Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab's policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also and . If you have a disability or special need that requires , please let us know during the .

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