SMB Account Executive

🕒 October 9

🌐 United States, Canada – Remote

🇺🇸 United States – Remote 🇨🇦 Canada – Remote

💵 $61.9k - $66k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 0%

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GitLab

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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

• Own an SMB account portfolio and recommend products throughout the customer lifecycle • Develop and execute strategic account plans for Tier 1 accounts • 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 • Build expansion pipeline and identify, expand, and close inbound, upgrade, and cross-sell opportunities • Manage Tier 1 renewals to minimize churn and maximize contract value • Forecast quarterly expansion and renewal revenue accurately • Maintain accurate pipeline information, account notes, and opportunity tracking in the CRM system • Analyze expansion wins, losses, and churn events and share lessons with Customer Success, Renewals, Sales Development, and Product • Collaborate with Sales Development, Solution Architecture, Digital Marketing, partner ecosystem, Product Development, Sales, and Marketing

🎯 Requirements

• 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 Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense • Basic understanding of application lifecycle management and related technologies • Willingness to learn GitLab and Git • Alignment with GitLab's values and commitment to developing skills and supporting team learning • Ability to travel when needed and comply with GitLab's travel policy

🏖️ 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 • Home office support • Incentive pay targeted at up to 100% of the offered base salary

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