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GitLabSMB Account Executive, Growth
GitLab is hiring a Growth Account Executive for its small and mid-sized business segment. The position is fully remote for people living in the United States…
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About This Role
GitLab is hiring a Growth Account Executive for its small and mid-sized business segment. The position is fully remote for people living in the United States or Canada. The AE oversees a collection of current SMB customers, builds relationships, learns each client's objectives and how they use GitLab, and helps them capture more value through onboarding, adoption, renewals and expansion. This role concentrates on growth: spotting opportunities, encouraging uptake of…
Job Description
GitLab is hiring a Growth Account Executive for its small and mid-sized business segment. The position is fully remote for people living in the United States or Canada. The AE oversees a collection of current SMB customers, builds relationships, learns each client's objectives and how they use GitLab, and helps them capture more value through onboarding, adoption, renewals and expansion.
This role concentrates on growth: spotting opportunities, encouraging uptake of additional offerings, and supporting sustained account expansion. Core work includes recommending suitable offerings across the customer lifecycle; building account blueprints for the Tier 1 group, plus periodic reviews that prove return on investment and reveal new use cases; pushing upsells, extras and GitLab Duo offerings to beat expansion goals; creating an expansion pipeline through proactive outreach triggered by growth indicators; winning inbound, upgrade and cross-sell deals inside Tier 2 accounts; and working alongside Renewal Managers on the most valuable Tier 1 renewals to curb churn and maximize contract worth.
The AE also projects quarterly expansion and renewal revenue, keeps CRM pipeline records and account notes precise, reviews expansion wins, losses and churn, and shares takeaways with the CS team, renewals staff, SDRs and product people.
Responsibilities
- Manage an SMB account portfolio and recommend offerings across the customer lifecycle
- Build account blueprints for the Tier 1 group and run recurring business reviews
- Sell upgrades, extras and GitLab Duo offerings to get past expansion targets
- Create expansion opportunities via outreach triggered by growth indicators
- Win inbound, upgrade and cross-sell deals inside Tier 2 accounts
- Partner with Renewal Managers on Tier 1 renewals to reduce churn and maximize contract value
- Project next quarter's expansion and renewal income and keep CRM records accurate
- Review what drove expansion wins, losses and churn, then share lessons across teams
Requirements
- Background in managing accounts or growth-oriented selling, with a track record above expansion targets
- Competence in discovery, value-driven selling, negotiation and deal closing with current clients
- Data-minded: reads customer pain points, shifts in account behavior and usage signals to surface growth openings
- Relationship and presentation skills, including executive business reviews
- Hands-on use of Gong, 6sense, Clari, Outreach, ZoomInfo, Cognism, LinkedIn Sales Navigator and Salesforce
- Basic grasp of application lifecycle management and a readiness to learn GitLab and Git
- Commitment to growing skills and helping peers learn via courses, reading and coaching
- Willing to travel when needed, under company policy
Core Skills
Benefits
- Flexible time-off policy
- Employee resource groups
- Equity awards and an employee share purchase plan
- Fund supporting professional growth
- Leave for new parents
- Home office stipend
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is the role remote?
Yes, fully remote; residents of the US and Canada are welcome.
What is the base salary?
US residents receive a $61,920 to $66,000 USD base range, plus variable incentive pay that can reach 100 percent of base.
Does the role find new customers?
No. It manages an existing SMB portfolio and focuses on adoption, renewal and expansion.
What CRM is mentioned?
Salesforce is among the sales tools named for the role.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.