Account Manager, GitLab
Renewals
$103.6-185k
+ Equity Compensation & Employee Stock Purchase Plan. Salary is applicable to US rates only and may vary on further locations
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$103.6-185k
+ Equity Compensation & Employee Stock Purchase Plan. Salary is applicable to US rates only and may vary on further locations
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- Experience in customer-facing roles such as customer success management, account management, or similar B2B SaaS positions
- Ability to manage multiple customer accounts at once with strong prioritization and organizational skills
- Proven skill in building trusted advisor relationships and driving product adoption toward measurable business outcomes
- Business and commercial acumen, including positioning solutions, negotiating contracts, and supporting expansion deals
- Experience creating and maintaining revenue forecasts, identifying at-risk revenue, and communicating performance trends
- Effective written and verbal communication skills, with a track record of cross-functional collaboration and resource coordination
- Comfortable working in a metrics-driven environment with clear key performance indicators and accountability
- Interest in GitLab, DevOps, and the software development lifecycle, with openness to learning and applying transferable skills
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement
What the job involves
- As an Account Manager, you’ll manage the first-year relationship with new GitLab customers and guide them through a critical phase of their journey
- You’ll focus on rapid activation and early value realization in the first 90 days, then sustain strategic engagement across the first 12 months to drive adoption, expansion readiness, and a smooth path to renewal
- Partnering closely with Account Executives, Customer Success Engineers, Professional Services, and other field teams, you’ll execute our 90×90 success framework, build and qualify expansion pipeline, lead renewal and expansion conversations, and coordinate resources to remove barriers to adoption
- Reporting to the Manager or Senior Manager, Renewal Management, your work will directly impact net revenue retention, forecast accuracy, and churn reduction while helping customers unlock the full value of GitLab’s DevSecOps platform
- Serve as the primary relationship owner for new GitLab customers throughout their first 12 months, guiding them from onboarding to growth-ready status
- Support execution of the 90×90 success framework to drive early license utilization, product adoption, and clear value realization in the first 90 days
- Maintain strategic engagement with key stakeholders to understand business goals, uncover new use cases, and identify whitespace for expansion
- Qualify and advance expansion opportunities, building a healthy pipeline and partnering closely with Account Executives to progress and close deals
- Lead commercial conversations for first-year renewals and expansion, including contract negotiations that balance customer needs with GitLab’s business objectives
- Create and manage Success Plans that link GitLab capabilities to customer outcomes and establish a roadmap for account growth and retention
- Coordinate cross-functional resources, including Customer Success Engineers and Professional Services, to remove adoption barriers and accelerate time-to-value
- Develop and maintain accurate revenue forecasts across your book of business, owning monthly and quarterly cadences and proactively flagging at-risk revenue and intervention plans
- Run value touchpoints and business reviews that demonstrate return on investment, reinforce GitLab’s business value, and position accounts for upsell and long-term partnership
- The Account Manager is part of our Renewal Management organization, where we work closely with Account Executives, Customer Success Engineers, Professional Services, and other field teams to guide customers through their critical first year with GitLab
- We focus on predictable activation, strong first-year engagement, and building a healthy expansion pipeline by owning the first 12 months of the customer lifecycle, including the first renewal
- Our team collaborates asynchronously across regions, using GitLab and shared playbooks to coordinate handoffs, forecast revenue, and orchestrate the right resources for each account
- We are currently focused on scaling the 90×90 success framework, improving forecast accuracy, and reducing churn risk while creating a consistent, value-driven experience for new customers
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $434.9m
Company 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
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
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