SMB Account Executive – Growth

• 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

• 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 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