SMB Account Executive, Growth

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