Senior Account Executive – ANZ
SchoolAI
New Business Account Executive – Public Sector
GitLab
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇦🇺 Australia
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Own the full new logo acquisition cycle from prospecting through close
- Build and maintain a 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
- Run high-quality discovery meetings, 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
- Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritisation strategy
- Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions
- Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue
- Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting
- Exceed quarterly and annual quotas (New logo count) while maintaining high activity levels and pipeline velocity metrics
Requirements
- 3-5+ years of B2B SaaS sales experience with at least 1 years focused on new business development and net-new logo acquisition
- Proven track record as a top performer with success in closing new logos
- Hunter mentality with exceptional pipeline generation skills – you've built territories from scratch and created demand in greenfield accounts
- Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing
- Strong discovery and qualification capabilities using consultative selling approaches to uncover business pain and build compelling business cases for C-level stakeholders
- Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals)
- Relentless work ethic and competitive drive – you're energised by prospecting, motivated by competition, and have an insatiable desire to win
- Adaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedback
- Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations that drive urgency
- Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
Benefits
- GitLab is 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.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B SaaS salesnew business developmentpipeline generationconsultative sellingsales cycle compressionaccount prioritizationvalue proposition articulationdiscovery meeting executionquota achievementsales methodology (MEDDPICC, Command of the Message)
Soft skills
hunter mentalityrelentless work ethiccompetitive driveadaptabilitycoachabilityexcellent communicationstorytelling skillsability to craft presentationsstrategic thinkingcollaboration
