SMB Account Executive

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Manage a portfolio of Small and Medium Business (SMB) accounts while recommending products throughout their lifecycle.

• Formulate and implement strategic account plans for Tier 1 clients.

• Conduct routine business reviews to showcase return on investment and identify new use cases.

• Promote the adoption of paid upgrades, add-ons, and GitLab Duo offerings.

• Create an expansion pipeline and identify, enhance, and secure inbound, upgrade, and cross-sell opportunities.

• Oversee Tier 1 renewals to reduce churn and maximize contract value.

• Accurately forecast quarterly revenue from expansions and renewals.

• Keep precise records of pipeline information, account notes, and opportunity tracking within the CRM system.

• Analyze wins, losses, and churn events related to expansion and share insights with Customer Success, Renewals, Sales Development, and Product teams.

• Collaborate with Sales Development, Solution Architecture, Digital Marketing, the partner ecosystem, Product Development, Sales, and Marketing.

⛳️ Requirements

• Proven experience in account management or sales focused on growth, with a history of surpassing expansion goals.

• Proficient in discovery, value-based selling, negotiation, and closing deals with existing customers.

• Strong analytical abilities to identify customer pain points, account trends, usage patterns, and opportunities for expansion.

• Excellent relationship-building and presentation skills, including the capacity to conduct executive-level business reviews.

• Familiarity with Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.

• Basic knowledge of application lifecycle management and related technologies.

• Eagerness to learn about GitLab and Git.

• Alignment with GitLab's core values and a commitment to personal skill development and supporting team learning.

• Willingness to travel as necessary and adhere to GitLab's travel policy.

🏝️ Benefits

• Comprehensive benefits to support your health, finances, and overall well-being.

• Flexible Paid Time Off policies.

• Participation in Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Funding for growth and development opportunities.

• Parental leave support.

• Assistance for home office setup.

• Incentive pay aimed at reaching up to 100% of the offered base salary.