SMB Account Executive (Growth) - GitLab

About GitLab

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

We embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact.

Overview

The Growth Account Executive - SMB owns a book of business of existing SMB customers, where they are responsible for managing customer relationships and driving revenue growth. This role focuses on driving customer adoption, understanding business pains and objectives, finding opportunities for growth, and driving long-term account growth.

Responsibilities

• Meet or exceed expansion quota while deepening customer relationships and driving long-term account growth.
• Build a strong understanding of customers’ business needs, organizational goals, and GitLab utilization to assist them in achieving their objectives and positioning products across 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, communicating lessons learned cross-functionally.
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Product, and Sales Development to ensure exceptional customer outcomes.
• Maintain accurate and up-to-date pipeline information in the CRM with detailed account notes and opportunity tracking.

Performance Metrics

• Achieving monthly and quarterly nARR targets.

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 ALM.
• Readiness to learn how to use GitLab and Git.
• Commitment to continuous learning and professional skill development.
• Ability to travel if needed and comply with the company’s travel policy.
• Proficient in another language (e.g., German, Spanish, Dutch, or French).

Benefits & Perks

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental Leave