SMB Account Executive, Growth

At GitLab, our mission is simple: to enable everyone to contribute to and co-create the software that powers our world.

WHAT YOU'LL DO

• 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.

WHAT YOU'LL BRING

• 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.

ABOUT THE TEAM

We work with Sales Development, Solution Architecture, Digital Marketing, and our partner ecosystem to develop prospect accounts and grow existing business. You'll collaborate across these groups and share customer insights with Product Development, Sales, and Marketing to improve how we reach and support prospective customers.

HOW GITLAB WILL SUPPORT YOU

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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range $61,920—$66,000 USD

HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES

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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law.

GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.