SMB Account Executive (Growth) (Fully Remote)

GitLab; United States; Remote; USD 120,000 - 160,000; Full time

Benefits offered by this job

Flexible PTO

Parental leave

Resource groups

Equity compensation

Employee stock purchase plan

Growth fund

Job summary

GitLab is seeking an account-focused specialist to own a book of SMB customers, expanding revenue by deepening relationships and understanding each business need. You will target adoption, renewal, and upsell while using signal-based selling and strategic account planning.

You will meet or exceed expansion quotas, build pipelines, and maintain accurate forecasts. Conduct regular business reviews, uncover new use cases, drive adoption of additional products, and partner with Renewal Managers to

Qualifications

• Proven account management or growth-focused sales experience with expansion targets.
• Strong discovery, negotiation, and presentation skills; experience with modern sales tech stacks.
• Willingness to learn GitLab, pursue continuous improvement, and travel as needed.

Responsibilities

• Meet or exceed expansion quota, build expansion pipeline, and maintain accurate forecasts.
• Conduct regular business reviews, uncover new use cases, and drive adoption of additional products like Duo.
• Partner with Renewal Managers and cross-functional teams to close high-value renewals and minimize churn.

Skills

Account management

Growth-focused sales

Discovery

Negotiation

Presentation

Sales tech stacks

Tools

CRM tools

Job description

• You will own a book of existing SMB customers and drive expansion by deepening relationships and understanding business needs.
• This role focuses on adoption, renewal, and upsell, with a strong emphasis on signal-based selling and strategic account planning.

Responsibilities:

• Meet or exceed expansion quota, build expansion pipeline, and maintain accurate forecasts.
• Conduct regular business reviews, uncover new use cases, and drive adoption of additional products like Duo.
• Partner with Renewal Managers and cross-functional teams to close high-value renewals and minimize churn.

Requirements:

• You bring proven account management or growth-focused sales experience with a track record of exceeding expansion targets.
• You have strong discovery, negotiation, and presentation skills, plus experience with modern sales tech stacks.
• You're ready to learn GitLab, focus on continuous improvement, and travel if needed.
• Flexible paid time off, team member resource groups, and parental leave.
• Equity compensation, employee stock purchase plan, and a growth and development fund.

GitLab

GitLab is the intelligent orchestration platform for DevSecOps, helping organizations increase developer productivity, improve operational efficiency, and reduce security risk. Trusted by more than 50 million users and over 50% of the Fortune 100, GitLab fosters a high-performance culture driven by values, AI adoption, and continuous knowledge exchange.