SMB Account Executive (Growth)

Role Overview

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.

What You Will Do

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.

Why It Might Be a Fit

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.

Requirements

• 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
• 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

Benefits

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave