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GitLab is seeking an SMB Account Executive (Growth) to own and expand a portfolio of existing small-to-medium business customers. This is a customer-focused sales role centered on driving revenue expansion, deepening relationships, and maximizing account value across the customer lifecycle.
You will act as the CEO of your SMB account portfolio, responsible for managing customer relationships and identifying growth opportunities. Key responsibilities include:
• Meeting or exceeding expansion quota while building long-term account relationships
• Developing deep understanding of customer business needs, organizational goals, and GitLab utilization to make strategic product recommendations
• Developing and executing strategic account plans for Tier 1 accounts to identify and capitalize on expansion opportunities
• Conducting regular business reviews with customers to assess needs, demonstrate ROI, and uncover new use cases
• Driving adoption of additional products, features, and Duo products through paid upgrades and add-ons
• Managing the renewal process for Tier 1 customers, minimizing churn and maximizing contract value
• Building expansion pipeline through proactive outreach, leveraging growth signals and high-propensity indicators
• Engaging in signal-based selling for Tier 2 accounts; expanding and closing inbound deals while identifying upgrade and cross-sell opportunities
• Partnering with Renewal Managers to close high-value renewals and ensure customer success
• Creating accurate quarterly forecasts for expansion and renewal revenue
• Maintaining strong ATR renewal rates and maximizing gross booked ARR across portfolio
• Contributing to root cause analyses on expansion wins/losses and churn events, communicating lessons learned to Customer Success, Renewals, Sales Development, and Product teams
• Collaborating with cross-functional teams to provide account leadership and ensure exceptional customer outcomes
• Maintaining accurate and up-to-date pipeline information in CRM with detailed account notes and opportunity tracking
Performance is measured by achieving monthly and quarterly nARR targets.
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:
• Demonstrated progressive experience in account management or growth-focused sales with proven track record of exceeding expansion targets
• Excellent discovery skills, ability to uncover and address customer pain points, strong negotiation, presentation and closing skills
• Expertise in value-based selling, relationship building, and contract negotiation with existing customers
• Strong analytical skills to identify account trends, usage patterns, and expansion opportunities
• Effective communicator with strong interpersonal skills and ability to conduct executive-level business reviews
• Experience with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
• Basic understanding of application lifecycle management and commonly used ALM technology
• Willingness to learn GitLab and Git
• Commitment to continuously improving professional skills through training, reading, and seeking mentorship
• Ability to travel if needed and comply with company travel policy
• Proficiency in at least one additional language: German, Spanish, Dutch, or French
