New Business Account Executive - Mumbai

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 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 forecastin