SMB Account Executive – Growth
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Job Description
SMB Account Executive growing revenue across existing customers for GitLab’s DevSecOps platform. Driving adoption, expansions, renewals, and account growth across EMEA.
Responsibilities:
- Manage a portfolio of existing SMB customers and own the customer relationship
- Meet or exceed expansion quotas and drive long-term account growth
- Understand customer needs, organizational goals, and GitLab utilization
- Recommend and position products throughout onboarding, adoption, renewal, and expansion
- Develop and execute strategic account plans for Tier 1 accounts
- Conduct business reviews, demonstrate ROI, and uncover new use cases
- Drive adoption of additional products, paid upgrades, add-ons, and Duo products
- Manage renewals, minimize churn, and maximize contract value
- Build expansion pipelines through proactive, signal-based outreach
- Expand and close inbound deals and identify upgrade and cross-sell opportunities
- Partner with Renewal Managers and cross-functional teams to ensure customer success
- Forecast expansion and renewal revenue each quarter
- Maintain renewal rates and maximize gross booked ARR
- Contribute to root cause analyses of expansion wins, losses, and churn
- Maintain accurate CRM pipeline information, account notes, and opportunity tracking
- Achieve monthly and quarterly nARR targets
Requirements:
- Demonstrated progressive experience in account management or growth-focused sales, with a proven track record of exceeding expansion targets
- Excellent discovery, 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 communication and strong interpersonal skills, including executive-level business reviews
- Experience with Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- Basic understanding of application lifecycle management and related technology
- Ready to learn GitLab and Git
- Ability to travel if needed and comply with the company’s travel policy
- Proficiency in another language, such as German, Spanish, Dutch, or French
- Alignment with GitLab’s values and commitment to continuous professional development
Benefits:
- 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
- Full-time employee benefits and compensation support
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