SMB Account Executive (Growth)
New
G
GitLabDevSecOps software
Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United KingdomFull-Time
Salary not disclosed
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Job Details
- Languages
- Highly desirable skill would be an additional language ie. German, Spanish, Dutch, French
- Required Skills
- SalesforceAccount Management
Requirements
- Demonstrated progressive experience in account management or growth-focused sales, with a proven track record of exceeding expansion targets.
- Strong discovery skills and ability to uncover and address customer pain points.
- 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.
- Ability to conduct executive-level business reviews.
- Experience with Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
- Basic understanding of application lifecycle management and commonly used technology.
- Readiness to learn GitLab and Git.
- Ability to travel if needed and comply with the company’s travel policy.
- An additional language such as German, Spanish, Dutch, or French is highly desirable.
Responsibilities
- Meet or exceed expansion quota while deepening customer relationships and driving long-term account growth.
- Develop and execute strategic account plans to identify and capitalize on expansion opportunities within Tier 1 accounts.
- Conduct regular business reviews to assess customer needs, demonstrate ROI, and uncover new use cases.
- Drive adoption of additional products and features, including paid upgrades, add-ons, and Duo products.
- Manage Tier 1 customer renewals to minimize churn and maximize contract value.
- Build expansion pipeline through proactive outreach and growth signals, and identify upgrade and cross-sell opportunities in Tier 2 accounts.
- Partner with Renewal Managers to close high-value renewals and support customer success.
- Forecast quarterly expansion and renewal revenue and maintain accurate pipeline information in the CRM.
- Analyze expansion wins, losses, and churn, and communicate lessons to cross-functional teams.
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