SMB Account Executive – Growth

🔥 0 minutes ago

🌐 France, Germany, +3 more countries – Remote

🇫🇷 France – Remote 🇩🇪 Germany – Remote 🇳🇱 Netherlands – Remote 🇪🇸 Spain – Remote 🇬🇧 United Kingdom – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 10%

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• 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