At a glance
- Workplace
- Remote
- Location
- Remote · Netherlands
About the role
- 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.
Responsibilities
- 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
- Develop and execute strategic account plans to identify and capitalize on expansion opportunities within Tier 1 accounts
- Conduct regular business reviews with customers to assess needs, demonstrate ROI, and uncover new use cases
- Drive adoption of additional products and features, focusing on paid upgrades and add-ons including Duo products
- Manage the renewal process for Tier 1 customers, focusing on minimizing churn and maximizing contract value at renewal
- Build expansion pipeline through proactive outreach, leveraging growth signals and high-propensity indicators to source new opportunities
- Engage in signal-based selling in Tier 2 accounts; expand and close inbound deals and identify upgrade and cross-sell opportunities
- Partner with Renewal Managers to close high-value renewals and ensure customer success
- Create an accurate forecast for expansion and renewal revenue each quarter against your plan
Requirements
- You share our values, and work in accordance with those values
- 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
- Effective communicator with strong interpersonal skills and ability to conduct executive-level business reviews
- 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
- Be ready to learn how to use GitLab and Git
- Focuses on continuously improving your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others
- Ability to travel if needed and comply with the company’s travel policy
Preferred qualifications
- Highly desirable skill would be an additional language ie. German, Spanish, Dutch, French
Benefits
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
Workplace
- All of our roles are remote, however some roles may carry specific location-based eligibility requirements.
Skills
- Salesforce
- Clari
- Outreach
- ZoomInfo
- Cognism
- LinkedIn Sales Navigator
- Gong
- 6sense
- Git
- GitLab
