• We're hiring an Account Executive in North America (East) to continue to scale Ashby's fast growing Startup segment! • In this role, you'll help play a key role on a small team, helping us win new business with growth companies of up to 100 employees. • We receive a steady stream of inbound leads in this segment, which means our Startup AEs need to be highly organized and capable of managing a high volume of opportunities. • You'll also do outbound pipeline development to some of the fastest growing and exciting venture-backed startups in the market to accelerate our growth.

• Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts • Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels • Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive-level priorities • Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus • Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects • Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs • Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting • Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement

• Generating new business while managing client relationships • Coordinating the process of proposal development • Identifying and assisting with the resolution of clients’ business challenges • Presenting recommendations and findings to senior client management teams • Business Development activities including: • Helping create, manage and close lead generation activities • Driving attendance to marketing events • Connecting and following up with attendees from marketing events • Travel required to clients as needed

• Manage the full sales cycle from inbound lead qualification and outbound prospecting to closing new accounts. • Conduct consultative discovery to understand client goals and align SND solutions to their needs. • Build and maintain a robust pipeline of qualified opportunities within CRM (HubSpot experience a plus). • Collaborate closely with Marketing and Product to refine messaging, share market feedback, and drive alignment. • Accurately forecast and report on pipeline health, deal stages, and revenue projections. • Represent SND at virtual and in-person events, webinars, and demos to elevate brand visibility.