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
• 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
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Product, and Sales Development to provide account leadership

Required skills

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

Nice to have

• German
• Spanish
• Dutch
• French

Qualifications

• Demonstrated progressive experience in account management or growth-focused sales

Benefits

• Flexible Paid Time Off
• Equity Compensation
• Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

About the Company

GitLab is the intelligent orchestration platform for DevSecOps that enables 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.