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GitLab · 1 day ago

New Business Account Executive - Mumbai

United States

Full-time

Remote

Mid Level

3+ years exp

GitLab is an open-core software company that develops an AI-powered DevSecOps Platform, and they are seeking a New Business Account Executive to drive growth in India. This role focuses on acquiring new clients and expanding market presence, managing the full sales cycle from prospecting to closing deals.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

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

Qualification

B2B SaaS salesNew business developmentConsultative sellingSalesforce proficiencyMEDDPICC methodologyCommand of the MessagePipeline generationCommunication skillsPresentation skillsStorytelling skillsWork ethic

Required

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