Who you are

- Experience in account management or growth-focused sales, with a track record of exceeding expansion targets

- Skills in discovery, value-based selling, negotiation, and closing with existing customers

- Analytical skills to identify customer pain points, account trends, usage patterns, and expansion opportunities

- Relationship-building and presentation skills, including the ability to conduct executive-level business reviews

- Experience with modern sales tools, including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- A basic understanding of application lifecycle management and related technologies, and a willingness to learn GitLab and Git

- Alignment with GitLab's values and a commitment to developing your skills and supporting team learning through training, reading, and mentorship

- Ability to travel when needed and comply with GitLab's travel policy

What the job involves

- As a Growth Account Executive - SMB, you'll own a portfolio of existing small and medium-sized business customers.

- You'll build customer relationships, understand their business needs, and help them get more value from GitLab through onboarding, adoption, renewal, and expansion.

- Your focus will be on identifying growth opportunities, driving adoption of additional products, and supporting long-term account growth

- Own your SMB account portfolio,



building an understanding of each customer's business goals and GitLab usage to recommend products throughout the customer lifecycle

- Develop and execute strategic account plans for Tier 1 accounts, and conduct regular business reviews to demonstrate return on investment and uncover new use cases

- Drive adoption of paid upgrades, add-ons, and GitLab Duo products to meet or exceed your expansion quota

- Build expansion pipeline through proactive outreach informed by growth signals, and use those signals to identify, expand, and close inbound, upgrade, and cross-sell opportunities in Tier 2 accounts

- 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 accurately, maintain solid renewal rates, and maximize gross booked annual recurring revenue across your portfolio

- Maintain accurate pipeline information, detailed account notes, and opportunity tracking in the customer relationship management system

- Analyze expansion wins, losses, and churn events, and share lessons with Customer Success, Renewals, Sales Development, and Product to improve customer outcomes

Benefits

- We offer benefits to manage your health, wealth, and well-being regardless of location

- Flexibility in schedule to be there for life’s important moments

- Equity compensation & Employee Stock Purchase Plan offered

- Generous Paid Time Off

📌 SMB Account Executive (Canada)
🏢 GitLab
📍 Canada