SMB Account Executive, Growth
New
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GitLabDevSecOps software
Location: Remote, Canada; Remote, United States. This role is 100% remote and will be based in the US and Canada.Full-Time
SalaryUnited States Salary Range $61,920 — $66,000 USD. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
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Job Details
- Required Skills
- SalesforceNegotiationAccount Management
Requirements
- Have experience in account management or growth-focused sales and a track record of exceeding expansion targets.
- Apply discovery, value-based selling, negotiation, and closing skills with existing customers.
- Use analytical skills to identify customer pain points, account trends, usage patterns, and expansion opportunities.
- Build relationships and deliver presentations, including executive-level business reviews.
- Have experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
- Have a basic understanding of application lifecycle management and related technologies, and be willing to learn GitLab and Git.
- Be able to travel when needed and comply with GitLab's travel policy.
Responsibilities
- Own an SMB account portfolio and recommend products based on customer goals and GitLab usage.
- Develop strategic account plans for Tier 1 accounts and conduct business reviews to demonstrate ROI and identify use cases.
- Drive adoption of paid upgrades, add-ons, and GitLab Duo products to meet or exceed the expansion quota.
- Build expansion pipeline through proactive outreach and identify, expand, and close Tier 2 opportunities.
- Manage Tier 1 renewals to minimize churn and maximize contract value, partnering with Renewal Managers on high-value renewals.
- Forecast quarterly expansion and renewal revenue, maintain renewal rates, and maximize gross booked annual recurring revenue.
- Maintain accurate pipeline information, account notes, and opportunity tracking in the CRM system.
- Analyze expansion wins, losses, and churn, and share lessons with Customer Success, Renewals, Sales Development, and Product.
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