Enablement Specialist, New Business - US Remote

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 an Enablement Specialist, New Business at GitLab, you'll build and run the enablement infrastructure that helps our Account Executives and Business Development Representatives earn new logos faster and more consistently. You'll partner closely with GTM leadership and cross-functional teams to develop the skills, frameworks, and coaching rhythm that move sellers from onboarding to confident execution in the field. Your focus is practical and outcomes-driven: ensure new business sellers are ready to prospect, run discovery, articulate GitLab's value, and advance deals on or before Day 91 after hire, in an all-remote, values-driven environment.

Some examples of our projects:

• Building and owning a New Business Playbook with clear messaging, objection handling, and value propositions for untapped market segments

• Reviewing and coaching to recorded sales calls using call intelligence tools to identify skill gaps, improve execution, and shorten ramp time for new logo acquisition

What you'll do

• Conduct regular 1:1 and group coaching sessions for Account Executives and Business Development Representatives focused on outbound prospecting, discovery, deal progression, and closing new logo opportunities.

• Review recorded sales calls using call intelligence tools (for example, Gong or Chorus) to identify skill gaps, diagnose team-wide trends, and provide clear, actionable feedback that improves performance.

• Partner with reps and sales leadership to develop deal strategies for high-value opportunities, including whiteboarding account plans, mapping stakeholders, and building approaches to outmaneuver competitors.

• Own and continuously improve the New Business Playbook, including messaging by segment, objection handling, discovery frameworks, and value proposition guidance for new customer acquisition.

• Lead and execute the Academy onboarding experience for new business sellers, with the goal of getting reps productive quickly and working active deals on or before Day 91 after hire.

• Drive adoption and reinforcement of the GitLab sales methodology for new customer acquisition through enablement sessions, role plays, certifications, and ongoing reinforcement in the flow of work.

• Build a feedback loop with Marketing and Product to share the voice of the prospect, improving lead generation, messaging, and product direction based on field insights.

• Track and report enablement impact using defined metrics such as ramp time, meeting-to-opportunity conversion, and win rates for new logos, and use insights to iterate on programs and content.

What you'll bring

• Experience in enablement and/or new business sales, with a strong understanding of outbound, high-growth sales motions and what it takes to win new logos.

• Experience in new business sales that builds credibility to coach Account Executives and Business Development Representatives (BDRs/SDRs) on prospecting, discovery, and deal progression.

• Strong facilitation and coaching skills, including running 1:1 and group sessions and reviewing recorded calls (for example, via Gong or Chorus) to deliver clear, actionable feedback.

• Ability to partner with sellers on deal strategy, including helping map buying committees, navigate to executive stakeholders, and develop competitive approaches for high-value opportunities.

• Experience building and maintaining practical enablement assets, such as playbooks, messaging frameworks, and objection handling guidance tailored to new customer acquisition.

• Hands-on onboarding and ramp experience, with a focus on driving measurable time-to-productivity outcomes for new hires.

• A data-driven approach to enablement, defining success metrics (for example, ramp time and conversion rates) and using insights to continuously improve programs.

• Strong cross-functional collaboration skills, partnering with Marketing and Product to incorporate the voice of the prospect, and able to work effectively in an all-remote, asynchronous environment with clear written communication and strong ownership.

About the team

The Sales Enablement team partners with Sales leadership, Marketing, Product, and Revenue Operations to help new business sellers consistently execute what works, from first outreach through closed-won. You'll join a fully remote, globally distributed team that works asynchronously with account executives, business development representatives (BDRs/SDRs), and cross-functional stakeholders to build practical enablement that improves day-to-day seller performance. We're currently focused on strengthening new logo acquisition by building repeatable plays, coaching frameworks, and onboarding programs that help new business sellers get productive fast, while using clear metrics like ramp time, meeting-to-opportunity conversion, and win rates to understand what's working and where to iterate.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range
$81,200—$174,000 USD

How GitLab will support you

• Benefits to support your health, finances, and well-being

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental leave

• Home office support

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.

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.