# SMB Account Executive, Growth

**Company**: GitLab
**Location**: Remote, Canada; Remote, United States
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $61,920-$66,000 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/gitlab/jobs/8871878002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_b7c25658-86c

## Description

GitLab is seeking a Growth Account Executive - SMB to own a portfolio of existing small and medium-sized business customers.

As a Growth Account Executive - SMB, you'll build customer relationships, understand their business needs, and help them get more value from GitLab through onboarding, adoption, renewal, and expansion.

Responsibilities:

- Own your SMB account portfolio, building an understanding of each customer's business goals and GitLab usage to recommend products throughout the customer lifecycle.

- Develop and execute strategic account plans for Tier 1 accounts, and conduct regular business reviews to demonstrate return on investment and uncover new use cases.

- Drive adoption of paid upgrades, add-ons, and GitLab Duo products to meet or exceed your expansion quota.

- Build expansion pipeline through proactive outreach informed by growth signals, and use those signals to identify, expand, and close inbound, upgrade, and cross-sell opportunities in Tier 2 accounts.

- Manage Tier 1 renewals to minimize churn and maximize contract value, partnering with Renewal Managers on high-value renewals.

- Forecast quarterly expansion and renewal revenue accurately, maintain strong renewal rates, and maximize gross booked annual recurring revenue across your portfolio.

- Maintain accurate pipeline information, detailed account notes, and opportunity tracking in the customer relationship management system.

- Analyze expansion wins, losses, and churn events, and share lessons with Customer Success, Renewals, Sales Development, and Product to improve customer outcomes.

Requirements:

- Experience in account management or growth-focused sales, with a track record of exceeding expansion targets.

- Skills in discovery, value-based selling, negotiation, and closing with existing customers.

- Analytical skills to identify customer pain points, account trends, usage patterns, and expansion opportunities.

- Relationship-building and presentation skills, including the ability to conduct executive-level business reviews.

- Experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

- A basic understanding of application lifecycle management and related technologies, and a willingness to learn GitLab and Git.

- Alignment with GitLab's values and a commitment to developing your skills and supporting team learning through training, reading, and mentorship.

Benefits:

- 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

## Skills

### Required
- account management
- growth-focused sales
- discovery
- value-based selling
- negotiation
- closing
- analytical skills
- relationship-building
- presentation skills
- modern sales tools

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/gitlab/jobs/8871878002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)