SMB Account Executive (Growth)

GitLab; Amsterdam; Remote; EUR 60,000 - 90,000; Full time

Job summary

GitLab is the intelligent orchestration platform for DevSecOps. The Growth SMB Account Executive will own a book of SMB customers, drive revenue growth, and deepen relationships across onboarding, adoption, renewal, and expansion.

You’ll lead strategic account plans, conduct executive reviews, and advocate for GitLab products to meet customer objectives. You will work in a data-driven environment, leveraging Salesforce, Clari, and LinkedIn Navigator to identify expansion opportunities, manage

Qualifications

• Progressive experience in account management or growth-focused sales.
• Proven track record of exceeding expansion targets.
• Excellent discovery, negotiation, presentation and closing skills.
• Expertise in value-based selling and relationship building with existing customers.
• Strong analytical skills to identify account trends and expansion opportunities.

Responsibilities

• Meet or exceed expansion quota while deepening customer relationships and driving long-term account growth.
• Build understanding of customers’ business needs, goals, and GitLab utilization to support growth and positioning.
• 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 including paid upgrades and add-ons.

Skills

Discovery skills

Negotiation

Presentation skills

Closing skills

Value-based selling

Relationship building

Executive-level reviews

Tools

Salesforce

Clari

Outreach

ZoomInfo

Cognism

LinkedIn Sales Navigator

Gong

6sense

Job description

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.

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. 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.

SMB Account Executive (Growth)

Location and work arrangement: Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United Kingdom

The Growth Account Executive - SMB owns a book of business of existing SMB customers, where they are responsible for managing the customer relationship and drive 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 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

• 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 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

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