SMB Account Executive, GitLab
Growth
$61.9-66k
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$61.9-66k
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 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 strong 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
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: $434.1m
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
(Co-Founder & Executive Chair)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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