SMB Account Executive (Growth)

About the role

The Growth Account Executive for SMB manages a book of existing customers to drive revenue growth and customer adoption. This role involves understanding business objectives, identifying expansion opportunities, and ensuring long-term account success through strategic planning and relationship management.

Responsibilities

• Meet or exceed expansion quota while deepening customer relationships and driving long-term account growth
• Build strong understanding of customers’ business needs, organizational goals and GitLab utilization to assist them in achieving them and make recommendations
• Develop and execute strategic account plans to identify and capitalize on expansion opportunities within Tier 1 accounts
• Conduct regular business reviews with customers to assess needs, demonstrate ROI, and uncover new use cases
• Drive adoption of additional products and features, focusing on paid upgrades and add-ons including Duo products
• Manage the renewal process for Tier 1 customers, focusing on minimizing churn and maximizing contract value at renewal
• Build expansion pipeline through proactive outreach, leveraging growth signals and high-propensity indicators to source new opportunities
• Engage in signal-based selling in Tier 2 accounts; expand and close inbound deals and identify upgrade and cross-sell opportunities
• Partner with Renewal Managers to close high-value renewals and ensure customer success
• Create an accurate forecast for expansion and renewal revenue each quarter against your plan
• Maintain strong ATR renewal rates and maximize gross booked ARR across your portfolio
• Contribute to root cause analyses on expansion wins/losses and churn events
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Product, and Sales Development to provide account leadership and ensure exceptional customer outcomes
• Maintain accurate and up-to-date pipeline information in the CRM with detailed account notes and opportunity tracking

Required skills

• Account management
• Growth-focused sales
• Value-based selling
• Relationship building
• Contract negotiation
• Salesforce
• Clari
• Outreach
• ZoomInfo
• Cognism
• LinkedIn Sales Navigator
• Gong
• 6sense
• Application lifecycle management
• Git

Nice to have

• German
• Spanish
• Dutch
• French

Benefits

• Health benefits
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation
• Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

About the Company

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.