Remote SMB Growth Account Executive

GitLab Inc.; Oregon; Hybrid; USD 62,000 - 83,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee Stock-P

Growth and Development Fund

Parental leave

Home office support

Job summary

GitLab Inc. is seeking a Growth Account Executive for SMBs to own a portfolio of existing small and midsize customers. You’ll nurture relationships, identify growth opportunities, onboard and renew, and expand through additional products.

You will drive adoption, manage expansion, and support long-term account growth. You will partner with Renewal Managers on high-value renewals and forecast quarterly expansion revenue while maintaining strong renewal rates.

Qualifications

• Experience in account management or growth-focused sales with a track record of exceeding expansion targets.
• Skilled in discovery, value-based selling, negotiation, and closing with existing customers.
• Analytical skills to identify pain points, trends, usage, and expansion opportunities.
• Strong relationship-building and executive-level presentation capabilities.
• Experience with Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

Responsibilities

• Own SMB account portfolio, understand customer goals and GitLab usage to recommend products.
• Develop and execute strategic account plans for Tier 1 accounts and conduct reviews.
• Drive adoption of paid upgrades, add-ons, and GitLab Duo to meet expansion quotas.
• Build expansion pipeline through proactive outreach and growth signals.
• Manage Tier 1 renewals with Renewal Managers on high-value renewals.
• Forecast quarterly expansion and renewal revenue; maximize renewal rates.
• Maintain accurate pipeline, notes, and opportunity tracking in CRM.
• Analyze expansion wins/losses and churn to improve customer outcomes.

Skills

Account management

Growth-focused sales

Discovery

Value-based selling

Negotiation

Closing

Sales lifecycle

Executive-level reviews

Modern sales tools

Relationship building

Presentation skills

Tools

Salesforce

Clari

Outreach

ZoomInfo/Cognism

LinkedIn Sales Navigator

Gong

6sense

Job description

GitLab Inc. is seeking a Growth Account Executive for SMBs to own a portfolio of existing small and midsize customers. You’ll nurture relationships, identify growth opportunities, onboard and renew, and expand through additional products.

You will drive adoption, manage expansion, and support long-term account growth. You will partner with Renewal Managers on high-value renewals and forecast quarterly expansion revenue while maintaining strong renewal rates.