SMB Account Executive, Growth

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 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. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. 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. Co‑create the future with us as we build technology that transforms how the world develops software.* Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

This role is 100% remote and will be based in the US and Canada. As a Growth Account Executive - SMB, you'll own a portfolio of existing small and medium-sized business customers. You'll build customer relationships, understand their business needs, and help them get more value from GitLab through onboarding, adoption, renewal, and expansion. Your focus will be on identifying growth opportunities, driving adoption of additional products, and supporting long‑term account 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

United States Salary Range$61,920—$83,119.20 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

Very important note: 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 under‑represented groups are less likely to apply to a job unless they meet every single qualification.

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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Equal Employment Opportunity Statement

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.