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 for Financial Services, you’ll be at the forefront of GitLab’s growth in a high-potential, highly regulated market. You’ll focus on acquiring net-new Financial Services customers and expanding GitLab’s presence across banking, insurance, payments, and fintech organizations in your territory. You’ll build and lead complex sales cycles with C-level and senior technical buyers, create your own pipeline through targeted, high-quality prospecting, and guide prospects through their evaluation of GitLab’s AI-powered DevSecOps platform. In this role, you’ll use your understanding of Financial Services business models, regulatory requirements, and software development practices to connect GitLab’s value to customer priorities in security, risk management, and operational efficiency. You’ll report to the Director of New Business Sales and play a key role in shaping our Financial Services strategy.
Some examples of our projects:
- Building and executing outbound campaigns to engage net-new banking, insurance, payments, and fintech accounts where GitLab is not yet a strategic partner
- Leading complex evaluations with Financial Services prospects that showcase how GitLab’s AI-powered DevSecOps platform supports secure software delivery and compliance in regulated environments
What you'll do
- Own the full new logo acquisition motion for Financial Services prospects, focusing on banking, insurance, payments, and fintech organizations in your territory, with clear plans tied to pipeline and Net New ARR goals.
- Build and execute strategic territory and account plans for Financial Services, including segmentation, prioritization, and multi-threaded engagement across C-level, risk, security, and technology stakeholders.
- Generate and progress pipeline through consistent, high-quality prospecting into Financial Services accounts, using phone, email, social, and creative outbound channels to open new opportunities.
- Run deep discovery and qualification in regulated Financial Services environments, uncovering business pain, compliance and security drivers, and connecting GitLab’s AI-powered DevSecOps platform to measurable outcomes.
- Lead complex, multi-stakeholder sales cycles from first meeting through close, navigating internal decision processes, procurement, and regulatory review within large Financial Services institutions.
- Partner closely with Sales Development Representatives, Solutions Architects, Customer Success, and strategic channel partners to co-create account strategies, execute evaluations and proofs of concept, and set new customers up for successful adoption.
- Maintain rigorous Salesforce hygiene and forecasting discipline for your Financial Services territory, tracking activity, deal progress, and risk, and contributing insights to pipeline and forecast reviews.
- Act as a trusted advisor and voice of the Financial Services customer, sharing market feedback and use cases with Sales, Marketing, and Product teams to refine our go-to-market approach and create repeatable new business motions in regulated environments.
What you'll bring
- Experience in B2B SaaS sales focused on net-new logo acquisition and new business development, ideally with exposure to DevSecOps, software development tools, or adjacent solutions that support the software development lifecycle.
- Proven track record of driving complex, multi-stakeholder sales cycles from prospecting through close, consistently generating new pipeline and closing new customers in greenfield or underpenetrated territories.
- Background selling into strategic accounts in the Financial Services industry (such as banking, insurance, payments, or fintech), with the ability to build trusted C-level and senior stakeholder relationships across business, risk, security, and technology teams.
- Understanding of Financial Services business models, regulatory environments, and compliance requirements (for example, SOX, PCI-DSS, GLBA, OCC), and the ability to connect GitLab’s AI-powered DevSecOps value proposition to customer priorities in security, risk management, and operational efficiency.
- Demonstrated success building territories from scratch, including territory planning, account segmentation, and creating repeatable outbound motions that open new Financial Services accounts.
- Strong discovery, qualification, and consultative selling skills, including the ability to run executive-level conversations that uncover business pain, quantify impact, and align GitLab’s platform to strategic initiatives in regulated environments.
- Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence, with disciplined pipeline management and accurate, data-informed forecasting.
- Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful adoption within Financial Services organizations.
- Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo, Cognism, LinkedIn Sales Navigator, Gong, 6sense, or similar platforms to manage accounts, track performance, and inform territory strategy.
- Effective written and verbal communication skills, including the ability to tailor messaging for different Financial Services audiences and clearly articulate business value, risk reduction, and long-term outcomes.
- Comfortable working in an all-remote, asynchronous, values-driven environment as a self-directed “manager of one,” breaking work into clear milestones and partnering effectively with distributed teams.
- Alignment with GitLab’s values and an interest in co-creating the future of our New Business and Enterprise Sales motion as we expand further into the Financial Services market.
About the team
The New Business team is a collaborative, cross-functional partner to the broader go-to-market organization, focused on building greenfield territories and breaking into high-potential accounts in strategic markets such as Financial Services. You'll join a fully remote, globally distributed group that works asynchronously with sales, marketing, customer success, and external partners to design and execute territory plans, coordinate multi-stakeholder sales cycles, and share best practices that can scale across GitLab and regions. Right now, we're concentrating on accelerating adoption of GitLab’s AI-powered DevSecOps platform in regulated Financial Services environments, refining our outbound and prospecting strategies through clear measurement and reporting, and helping sales and marketing leaders clearly understand and communicate the impact of new business activities on pipeline and long-term revenue.
How GitLab will support you
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
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.
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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.
