Enablement Specialist, New Business - US Remote

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. 

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.

An overview of this role

As an Enablement Specialist, New Business at GitLab, you'll build and run the enablement infrastructure that helps our Account Executives and Business Development Representatives earn new logos faster and more consistently. You'll partner closely with GTM leadership and cross-functional teams to develop the skills, frameworks, and coaching rhythm that move sellers from onboarding to confident execution in the field. Your focus is practical and outcomes-driven: ensure new business sellers are ready to prospect, run discovery, articulate GitLab's value, and advance deals on or before Day 91 after hire, in an all-remote, values-driven environment.

Some examples of our projects:

• Building and owning a New Business Playbook with clear messaging, objection handling, and value propositions for untapped market segments
• Reviewing and coaching to recorded sales calls using call intelligence tools to identify skill gaps, improve execution, and shorten ramp time for new logo acquisition

What you'll do

• Conduct regular 1:1 and group coaching sessions for Account Executives and Business Development Representatives focused on outbound prospecting, discovery, deal progression, and closing new logo opportunities.
• Review recorded sales calls using call intelligence tools (for example, Gong or Chorus) to identify skill gaps, diagnose team-wide trends, and provide clear, actionable feedback that improves performance.
• Partner with reps and sales leadership to develop deal strategies for high-value opportunities, including whiteboarding account plans, mapping stakeholders, and building approaches to outmaneuver competitors.
• Own and continuously improve the New Business Playbook, including messaging by segment, objection handling, discovery frameworks, and value proposition guidance for new customer acquisition.
• Lead and execute the Academy onboarding experience for new business sellers, with the goal of getting reps productive quickly and working active deals on or before Day 91 after hire.
• Drive adoption and reinforcement of the GitLab sales methodology for new customer acquisition through enablement sessions, role plays, certifications, and ongoing reinforcement in the flow of work.
• Build a feedback loop with Marketing and Product to share the voice of the prospect, improving lead generation, messaging, and product direction based on field insights.
• Track and report enablement impact using defined metrics such as ramp time, meeting-to-opportunity conversion, and win rates for new logos, and use insights to iterate on programs and content.

What you'll bring

• Experience in enablement and/or new business sales, with a strong understanding of outbound, high-growth sales motions and what it takes to win new logos.
• Experience in new business sales that builds credibility to coach Account Executives and Business Development Representatives (BDRs/SDRs) on prospecting, discovery, and deal progression.
• Strong facilitation and coaching skills, including running 1:1 and group sessions and reviewing recorded calls (for example, via Gong or Chorus) to deliver clear,