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!