SMB Account Executive, Growth

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