Remote Growth SMB Account Executive

gitlab; United States; Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee StockP

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking an experienced Growth SMB Account Executive to own a book of SMB customers, driving adoption and revenue growth across a remote, global team. You will understand customers' business needs, develop expansion plans, and lead strategic account reviews with a focus on ROI and renewals.

You will collaborate with Customer Success, Renewals, Product and Sales Development to maximize outcomes, while leveraging a modern sales tech stack to identify opportunities and close deals.

Qualifications

• 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 the company 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.

Responsibilities

• Meet or exceed expansion quota while deepening customer relationships and driving long-term account growth.
• Build strong understanding of customers' business needs and organizational goals to position products at each lifecycle stage.
• 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.
• Collaborate with Renewal Managers and cross-functional teams to ensure exceptional customer outcomes.

Skills

Account management

Growth sales

Discovery skills

Value-based selling

Relationship building

Contract negotiation

Analytical skills

Communication

Sales tech stack

Lifecycle management

Git learning

Travel ready

Additional language

Tools

Salesforce

Clari

Outreach

ZoomInfo/Cognism

LinkedIn Sales Navigator

Gong

6sense

Job description

GitLab is seeking an experienced Growth SMB Account Executive to own a book of SMB customers, driving adoption and revenue growth across a remote, global team. You will understand customers' business needs, develop expansion plans, and lead strategic account reviews with a focus on ROI and renewals.

You will collaborate with Customer Success, Renewals, Product and Sales Development to maximize outcomes, while leveraging a modern sales tech stack to identify opportunities and close deals.