SMB Account Executive, Growth

GitLab; United States; Remote; CAD 128,000 - 214,000; Full time

Job summary

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.

Responsibilities

• 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.

Skills

Account management

Growth-focused selling

Discovery

Negotiation

Executive-level reviews

Analytical skills

Relationship-building

Sales tools proficiency

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 valuesand 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.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US.Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data,and geographic location.The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity . Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

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.

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 .

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 .