SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 61,920 - 66,000 / annual
GitLab is seeking a Growth Account Executive for its SMB segment. This is a 100% remote role based in the US and Canada, focused on managing a portfolio of existing small and medium-sized business customers.
In this role, you will own your SMB account portfolio and build deep understanding of each customer's business goals and GitLab usage patterns. You'll develop and execute strategic account plans for Tier 1 accounts, conduct regular business reviews to demonstrate ROI, and uncover new use cases. Your primary focus will be driving adoption of paid upgrades, add-ons, and GitLab Duo products to meet or exceed expansion quotas.
Key responsibilities include:
- Building expansion pipeline through proactive outreach informed by growth signals
- Identifying, expanding, and closing inbound, upgrade, and cross-sell opportunities in Tier 2 accounts
- Managing Tier 1 renewals to minimize churn and maximize contract value, partnering with Renewal Managers on high-value renewals
- Forecasting quarterly expansion and renewal revenue accurately and maintaining strong renewal rates
- Maximizing gross booked annual recurring revenue across your portfolio
- Maintaining accurate pipeline information, detailed account notes, and opportunity tracking in Salesforce
- Analyzing expansion wins, losses, and churn events, and sharing lessons with Customer Success, Renewals, Sales Development, and Product teams
You'll collaborate with Sales Development, Solution Architecture, Digital Marketing, and the partner ecosystem to develop prospect accounts and grow existing business. You'll also share customer insights with Product Development, Sales, and Marketing to improve how GitLab reaches and supports prospective customers.
GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab.
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 ability to conduct executive-level business reviews
- Experience with modern sales tools: Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- Basic understanding of application lifecycle management and related technologies, with willingness to learn GitLab and Git
- Alignment with GitLab's values and commitment to developing skills and supporting team learning through training, reading, and mentorship
- Ability to travel when needed and comply with GitLab's travel policy
