SMB Account Executive (Growth)

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

The Growth Account Executive - SMB owns a book of business of existing SMB customers, where they are responsible for managing the customer relationship and drive revenue growth. This role focuses on driving customer adoption, understanding business pains and objectives, finding opportunities for growth and driving long-term account growth.

Responsibilities

• Meet or exceed expansion quota while deepening customer relationships and driving long-term account growth
• Build strong understanding of customers’ business needs, organizational goals and GitLab utilization to assist them in achieving them and make recommendations / positioning products at each stage of the lifecycle - onboarding, adoption, renewal and expansion
• Take ownership of and act as the CEO for your portfolio of SMB accounts:
• Develop and execute strategic account plans to identify and capitalize on expansion opportunities within Tier 1 accounts
• Conduct regular business reviews with customers to assess needs, demonstrate ROI, and uncover new use cases
• Drive adoption of additional products and features, focusing on paid upgrades and add-ons including Duo products
• Manage the renewal process for Tier 1 customers, focusing on minimizing churn and maximizing contract value at renewal
• Build expansion pipeline through proactive outreach, leveraging growth signals and high-propensity indicators to source new opportunities
• Engage in signal-based selling in Tier 2 accounts; expand and close inbound deals and identify upgrade and cross-sell opportunities
• Partner with Renewal Managers to close high-value renewals and ensure customer success
• Create an accurate forecast for expansion and renewal revenue each quarter against your plan
• Maintain strong ATR renewal rates and maximize gross booked ARR across your portfolio
• Contribute to root cause analyses on expansion wins/losses and churn events
• Communicate lessons learned to the team, including Customer Success, Renewals, Sales Development, and Product teams
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Product, and Sales Development to provide account leadership and ensure exceptional customer outcomes
• Maintain accurate and up-to-date pipeline information in the CRM with detailed account notes and opportunity tracking

Performance Metrics

• Achieving monthly and quarterly nARR targets

Requirements

• You share our values, and work in accordance with those values
• Demonstrated progressive experience in account management or growth-focused sales, with a proven track record of exceeding expansion targets
• Excellent discovery skills, 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
• Effective communicator with strong interpersonal skills and ability to conduct executive-level business reviews
• Experience with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
• Basic understanding of application lifecycle management including the technology commonly used in application lifecycle management
• Be ready to learn how to use GitLab and Git
• Focuses on continuously improving your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others
• Ability to travel if needed and comply with the company’s travel policy
• Highly desirable skill would be an additional language ie. German, Spanish, Dutch, French

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Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.

How GitLab Supports Full-Time Employees

• 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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.