New Business Account Executive - Nordics

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity,

improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million

registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

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

values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with

industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world

develops software.

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refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited

are not affiliated with, and do not endorse products or services of GitLab.

As a New Business Account Executive, you’ll play an important role in GitLab’s growth for the Nordics. You’ll focus on acquiring

net-new customers and expanding our market presence. You’ll build relationships with C-level and senior technical buyers at

high-growth companies, manage the full sales cycle from first outreach to close, and create your own pipeline through consistent,

high-quality prospecting. In this greenfield territory, you’ll support change and innovation, help customers navigate their

decision process, and act as a trusted partner to new customers as they adopt GitLab’s AI-powered DevSecOps platform. You’ll

collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success. You’ll report to the

Director of New Business Sales and contribute to GitLab’s revenue trajectory and position in a dynamic market.

• Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts for our Nordics

market

• Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and

creative outbound channels

• Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with

executive-level priorities

• Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying

committees to drive consensus

• Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement

strategies for high-potential prospects

• Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth

post-sale handoffs

• Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal

progress, and maintain predictable forecasting

• Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate

forecasting and continuous improvement

• 5+ years of experience in B2B SaaS sales focused on net-new logo acquisition and new business development
• Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers
• Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing

structures

• Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying

groups

• Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence
• Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn

Sales Navigator, Gong, and 6sense

• Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration
• Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building

skills

• Language skills in Swedish or Danish

The New Business team is responsible for driving net-new logo acquisition and expanding GitLab’s presence in untapped markets.

Operating like a startup within GitLab, the team is made up of New Business Account Executives partnered with a dedicated SDR pod

and supported by Sales Engineering, Marketing, and Customer Success, collaborating asynchronously across multiple regions and time

zones. The team focuses on building greenfield territories, breaking into accounts where GitLab is not yet known, and creating

repeatable, high-velocity motions for complex, multi-stakeholder deals. The primary opportunities ahead include accelerating

adoption of GitLab’s AI-powered DevSecOps platform in high-growth segments, refining our outbound strategies based on real-time

market feedback, and sharing insights that shape our go-to-market approach.

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

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 underrepresented groups 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.

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 GitLab’s

EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during

the recruiting process.