New Business Account Executive(新規顧客開拓担当), Japan

Posted 2 Days Ago
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Hiring Remotely in Japan
Remote
Mid level
Cloud • Security • Software • Cybersecurity • Automation
GitLab is the most comprehensive AI-powered DevSecOps platform.
The Role
As a New Business Account Executive, you'll focus on acquiring new clients, building pipelines, and navigating complex sales cycles while achieving sales quotas.
Summary Generated by Built In

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.

GitLabは、10万以上の組織が利用する最も包括的なAI搭載DevSecOpsプラットフォームを開発する、オープンコアソフトウェア企業です。私たちのミッションは、誰もがソフトウェア開発に参加し、共に創り上げられる世界を実現することです。利用者が創り手になることで、テクノロジーの進化は加速します。私たちのプラットフォームは、チームと組織の壁を取り払い、ソフトウェア開発の可能性を広げます。Duo EnterpriseやDuo Agent Platformといった製品により、開発ライフサイクル全体でAIの力を活用できます。

製品開発と同じく、私たちの働き方でもAIを積極的に活用しています。すべてのメンバーが日々の業務にAIを取り入れ、効率性とイノベーションを高めています。GitLabでは、キャリアを伸ばせる場所であり、新しいアイデアが生まれ、すべての声が大切にされます。Values(価値観)の共有と学び合いを大切にする文化の中で、業界のリーダーたちと共に複雑な課題に取り組みながら、自分の可能性を最大限に発揮できます。私たちと共に、ソフトウェア開発の未来を創りましょう。

このポジションについて
New Business Account Executiveは、GitLabの成長戦略の最前線に立ち、新規顧客の獲得と未開拓市場への展開に専念していただきます。新規ビジネス開発に求められるスピードと貪欲さを維持しつつも、急成長企業およびエンタープライズの意思決定者を相手に複雑な営業サイクルを進めることが期待されています。

このポジションは、大企業の商談力とスタートアップの行動力を併せ持つ方に最適です。戦略的に考えながら、スピード感を持って動く。顧客に新しい可能性を示し、経営層の信頼を得ながら意思決定を加速させる。そんな営業ができる方を求めています。最初の接触から成約まで、営業プロセス全体を自ら推進します。マーケティングやSDRと連携しながら、自分でパイプラインを築き上げます。未開拓の企業に飛び込み、ゼロから関係を築くことに情熱を持つ――そんな開拓型の営業プロフェッショナルを探しています。


主な業務内容

  • 見込み顧客の発掘から成約まで、新規顧客獲得の営業プロセス全体を担当
  • 時間の40〜50%を新規開拓活動に充て、常に3〜4倍のパイプラインを維持
  • コールドコール、戦略的メールシーケンス、SNS活用、創意工夫を凝らしたアプローチで、日々新しい商談機会を生み出す
  • 1日3〜5件の質の高いディスカバリーミーティングを実施し、顧客の経営課題を深掘りして、経営層に響く価値提案を組み立てる
  • 経営層、IT責任者、部門横断の購買委員会など、複数の関係者が関わる複雑な商談を前に進める
  • 30日以内にテリトリー戦略を立案・実行し、価値の高いターゲットを特定して優先順位をつける
  • ソリューションアーキテクト(プリセールスエンジニア)やカスタマーサクセスと協力し、技術評価やPOC、導入後のスムーズな移行を実現
  • GitLabの営業手法(MEDDPICC、Command of the Message)を習得し、案件を的確に見極め、成約スピードを上げ、確実な売上を実現
  • Salesforceで詳細なアカウント情報、ユースケース、競合情報、予測数値を正確に管理
  • 高い活動量とパイプライン速度を維持しながら、四半期・年間の新規顧客獲得目標を超える成果を出す

求める経験・スキル

  • B2B SaaS営業で3〜5年以上の経験、うち1年以上は新規顧客開拓に専念
  • 常にトップ10〜20%の成績で、新規顧客獲得の実績がある
  • 優れたパイプライン生成スキルとビジネス開発志向 – ゼロからテリトリーを築き、未開拓市場で需要を生み出した経験
  • 消費(コンサンプション)ベース・使用量ベースのビジネスモデルに精通し、ライセンス販売を超えた価値を提案できる
  • コンサルティング型アプローチで顧客課題を発見し、経営層向けのビジネスケースを構築する力
  • 15〜20件以上の複雑案件を並行して進め、成約までのスピードを上げられる
  • 変化の速い環境を楽しみ、市場の声から学び続ける柔軟性
  • 経営層の心を動かすストーリーテリングと、緊急性を生むプレゼンテーション
  • Salesforce、Clari、Outreach、ZoomInfo/Cognism、LinkedIn Sales Navigator、Gong、6senseを含む最新の営業テクノロジースタックを使いこなせる

チームについて

New Businessチームは、社内スタートアップのような存在です。私たちは新しい市場を切り拓き、常に次の商談と戦略を考え続けています。求めているのは、指示待ちの営業ではありません。新たな機会に情熱を持ち、未開拓の企業への挑戦にやりがいを感じる営業のプロフェッショナルです。

チーム文化の核は、挑戦、責任、そして成長です。成功は皆で祝い、失敗からは素早く学び、競合情報は惜しみなく共有する――毎日が互いを高め合う場です。営業の腕を磨くことに情熱を持ち、新しい価値を生み出すことにやりがいを感じるトップパフォーマーたちと、共に働くことになります。

このポジションはNew Business Sales担当ディレクターの直属となり、専任のSDRチーム、セールスエンジニア、マーケティング、カスタマーサクセスとチームを組んで動きます。毎週の1対1、案件戦略の壁打ち、充実したトレーニングプログラムなど、あなたの成長を全面的にサポートします。新たな事業の構築に、あなたの参加をお待ちしています。

 An overview of this role

As a New Business Account Executive, you'll be at the forefront of GitLab’s  growth strategy, exclusively focused on acquiring new logos and expanding our market presence into untapped territories. You'll work with sophisticated buyers at high-growth companies and enterprises, navigating complex sales cycles while maintaining the velocity and hunger of a true new business professional.

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're a hunter at heart who thrives on breaking into new accounts and building relationships from scratch.

As a creative and self-motivated sales professional, you'll be expected to prospect daily, run multiple customer meetings, and maintain exceptional pipeline hygiene. Your success will directly impact our company's growth trajectory and market position. 

What You’ll Do  

  • 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

What You’ll Bring 

  • 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

About the team

Our New Business team operates like a startup within the company – we're builders, prospectors, and market makers who are constantly thinking about our next deal and strategising our account plans. We're not looking for order-takers; we want sales professionals who get energised by new opportunities and thrive on breaking into accounts that have never heard of us.

The team culture is built on drive, accountability, and continuous improvement (growth mindset). We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and push each other to be better every day. You'll be surrounded by other top performers who are passionate about their craft and committed to building something special.




Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be 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. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Top Skills

6Sense
Clari
Gong
Linkedin Sales Navigator
Outreach
Salesforce
Zoominfo

What the Team is Saying

Cynthia
Austin
Panos
Alana
Chloe
Reshmi
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The Company
San Francisco, CA
2,500 Employees
Year Founded: 2014

What We Do

GitLab is an open core software company that develops the most comprehensive DevSecOps Platform used by more than 100,000 organizations. Our mission makes it clear that we believe in a world where everyone can contribute. We make that possible at GitLab by running our operations on our product and staying aligned with our values.

We strive to create a transparent environment where all team members around the world feel that their voices are heard and welcomed. We also aim to be a place where people can show up as their full selves each day and contribute their best.

Why Work With Us

We’ve got big ambitions to make GitLab the most comprehensive AI-powered DevSecOps platform and need skilled contributors to get us there. At GitLab, your contributions shape the future of software development at a time when AI is changing the way software is built. Together, we're building the most comprehensive AI-powered DevSecOps platform.

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Employees work remotely.

All-remote means that each individual in the organization is empowered to work and live where they are most fulfilled; it makes it clear that every team member is equal. No one, not even the executive team, meets in-person on a daily basis.

Typical time on-site: None
San Francisco, CA

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