SMB Account Executive, Growth

GitLab

1d•$61,920 - $66,000•Remote

About The Position

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. The same principles built into our products are reflected in how our team works: 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. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. This role is 100% remote and will be based in the US and Canada. As a Growth Account Executive - SMB, you'll own a portfolio of existing small and medium-sized business customers. You'll build customer relationships, understand their business needs, and help them get more value from GitLab through onboarding, adoption, renewal, and expansion. Your focus will be on identifying growth opportunities, driving adoption of additional products, and supporting long-term account growth. At GitLab, our mission is simple: to enable everyone to contribute to and co-create the software that powers our world.

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 the ability to conduct executive-level business reviews.
Experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
A basic understanding of application lifecycle management and related technologies, and a willingness to learn GitLab and Git.
Alignment with GitLab's values and a commitment to developing your skills and supporting team learning through training, reading, and mentorship.
Ability to travel when needed and comply with GitLab's travel policy.

Responsibilities

Own your SMB account portfolio, building an understanding of each customer's business goals and GitLab usage to recommend products throughout the customer lifecycle.
Develop and execute strategic account plans for Tier 1 accounts, and conduct regular business reviews to demonstrate return on investment and uncover new use cases.
Drive adoption of paid upgrades, add-ons, and GitLab Duo products to meet or exceed your expansion quota.
Build expansion pipeline through proactive outreach informed by growth signals, and use those signals to identify, expand, and close inbound, upgrade, and cross-sell opportunities in Tier 2 accounts.
Manage Tier 1 renewals to minimize churn and maximize contract value, partnering with Renewal Managers on high-value renewals.
Forecast quarterly expansion and renewal revenue accurately, maintain strong renewal rates, and maximize gross booked annual recurring revenue across your portfolio.
Maintain accurate pipeline information, detailed account notes, and opportunity tracking in the customer relationship management system.
Analyze expansion wins, losses, and churn events, and share lessons with Customer Success, Renewals, Sales Development, and Product to improve customer outcomes.