Growth SMB Account Executive — Remote

GitLab; United States; À distance; CAD 128 000 - 214 000; Plein temps

Résumé du poste

GitLab is a 100% remote-friendly company seeking a Growth Account Executive for SMBs. You will own a portfolio of small to mid-sized customers, drive onboarding, expansion, and renewals, and partner with cross-functional teams to maximize value and retention.

You will develop strategic account plans, conduct business reviews, and push upgrades and add-ons to achieve expansion targets, while maintaining accurate CRM records.

Qualifications

• Experience in account management or growth-focused sales with a track record of exceeding expansion targets.
• Strong discovery, value-based selling, negotiation, and closing with existing customers.
• Analytical skills to identify pain points, trends, usage patterns, and expansion opportunities.
• Excellent relationship-building and executive-level presentation abilities.

Responsabilités

• Own your SMB account portfolio and understand each customer's goals and GitLab usage.
• Develop and execute strategic account plans for Tier 1 accounts and conduct business reviews.
• Drive adoption of paid upgrades, add-ons, and Duo products to meet expansion quotas.
• Build expansion pipelines and identify cross-sell opportunities in Tier 2 accounts.
• Manage Tier 1 renewals to minimize churn and maximize contract value with Renewal Managers.
• Forecast expansion and renewal revenue, maintain renewal rates, and maximize ARR.
• Maintain accurate pipeline and account notes in the CRM system.
• Share lessons with CS, Renewals, Sales Dev, and Product to improve outcomes.

Connaissances

Account management

Growth-focused selling

Discovery

Negotiation

Executive-level reviews

Analytical skills

Relationship-building

Sales tools proficiency

Outils

Salesforce

Clari

Outreach

ZoomInfo/Cognism

LinkedIn Sales Navigator

Gong

6sense

Description du poste

GitLab is a 100% remote-friendly company seeking a Growth Account Executive for SMBs. You will own a portfolio of small to mid-sized customers, drive onboarding, expansion, and renewals, and partner with cross-functional teams to maximize value and retention.

You will develop strategic account plans, conduct business reviews, and push upgrades and add-ons to achieve expansion targets, while maintaining accurate CRM records.