SMB Account Executive (Growth)

SMB Account Executive (Growth)

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 / positioning products at each stage of the lifecycle - onboarding, adoption, renewal and expansion
• Take ownership of and act as the CEO for your portfolio of SMB accounts:
• 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
• Communicate lessons learned to the team, including Customer Success, Renewals, Sales Development, and Product teams
• 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

Performance Metrics

Requirements

• You share our values, and work in accordance with those values
• Demonstrated progressive experience in account management or growth-focused sales, with a proven track record of exceeding expansion targets
• Excellent discovery skills, ability to uncover and address customer pain points, 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 including the technology commonly used in application lifecycle management
• Be ready to learn how to use GitLab and Git
• Focuses on continuously improving your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others
• Ability to travel if needed and comply with the company’s travel policy
• Highly desirable skill would be an additional language ie. German, Spanish, Dutch, French
• #LI-CM1

Compensation

• To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.
• Additional details about our process can be found on our hiring page .
• Remote-Global

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