SMB New Business Account Executive

Responsibilities

• Build and maintain a pipeline of new business opportunities by engaging inbound leads, identifying promising prospect signals, and proactively reaching out to free users and other SMB prospects.
• Develop, test, and improve the outbound and new-customer acquisition playbook, including creative prospecting approaches and campaigns.
• Own your territory and prospect accounts: use data and industry research to identify key stakeholders, understand business needs, and document buying criteria, decision processes, next steps, and owners.
• Manage the full sales cycle from initial contact to close, engaging technical audiences and decision-makers, building business cases, and using GitLab's sales frameworks: MEDPICC for qualifying opportunities and Command of the Message for communicating value.
• Collaborate with partners, Sales Development, Solution Architecture, and Digital Marketing to develop account strategies and win new business.
• Achieve monthly and quarterly targets for new customer count and booked annual recurring revenue.
• Analyze wins and losses, share lessons and prospect feedback with Sales, Marketing, technical teams, and Product Development, contribute product ideas to the public issue tracker, and document improvements in the sales handbook.
• Build your knowledge of GitLab's product, market, and related technologies, and acquire industry-standard certifications to strengthen your technical credibility.

Languages