New Business Account Executive - Nordics

## Responsibilities - 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 ## Requirements - 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 ## Nice to Have - None specified ## Benefits - 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.