SMB Account Executive – Growth

🕒 October 8

🌐 United Kingdom, France, +3 more countries – Remote

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

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 20%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

• Open for 34 days.
• Jobs at this company usually fill in 48 days.
• Reposted once.
• No salary listed.

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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 book of existing SMB customer accounts and drive revenue growth • Meet or exceed expansion quotas and deepen customer relationships • Understand customer needs, organizational goals, and GitLab usage across onboarding, adoption, renewal, and expansion • Develop and execute strategic account plans for Tier 1 accounts • Conduct customer business reviews, demonstrate ROI, and identify new use cases • Drive adoption of additional products and features, including Duo products, paid upgrades, and add-ons • Manage Tier 1 renewals to minimize churn and maximize contract value • Build expansion pipeline through proactive, signal-based outreach • Expand and close inbound Tier 2 deals and identify upgrade and cross-sell opportunities • Partner with Renewal Managers to close high-value renewals • Forecast expansion and renewal revenue each quarter • Maintain strong renewal rates and maximize gross booked ARR • Analyze expansion wins, losses, and churn events and communicate lessons learned • Collaborate with Customer Success, Renewals, Product, and Sales Development teams • 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 • Strong interpersonal skills and ability to conduct 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 • Willingness to learn GitLab and Git • Ability to travel if needed and comply with the company’s travel policy • Additional language such as German, Spanish, Dutch, or French is highly desirable

🏖️ 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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