Greenhouse ·
contractSMB Account Executive (growth)
Gitlab · Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United Kingdom
GitLab provides an intelligent orchestration platform for DevSecOps that helps organizations boost developer productivity, improve operational efficiency, lower security and compliance risk, and speed digital transformation. The SMB Account Executive (growth) owns a book of existing small‑and‑medium‑business customers and is responsible for nurturing those relationships while driving revenue expansion. Day‑to‑day activities include conducting business reviews to understand each customer’s goals and GitLab usage, identifying opportunities for paid upgrades or add‑on features such as Duo products, and building strategic account plans that outline expansion tactics. The role manages the renewal process, works to minimize churn, and creates accurate quarterly forecasts for expansion and renewal revenue. It also involves proactive outreach using growth signals, collaborating with renewal managers, customer success, product and sales development teams, and keeping CRM data up to date with detailed notes and opportunity tracking. Success requires progressive experience in account management or growth‑focused sales, a record of exceeding expansion targets, strong discovery skills to uncover business needs, and alignment with GitLab’s values.
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. SMB Account Executive (Growth) 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 Take ownership of and act as the CEO for your portfolio of SMB accounts: 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 Maintain strong ATR renewal rates and maximize gross booked ARR across your portfolio Contribute to root cause analyses on expansion wins/losses and churn events Communicate lessons learned to the team, including Customer Success, Renewals, Sales Development, and Product teams Collaborate with cross-functional teams, such as Customer Success, Renewals, Product, and Sales Development to provide account leadership and ensure exceptional customer outcomes Maintain accurate and up-to-date pipeline information in the CRM with detailed account notes and opportunity tracking Performance Metrics Achieving monthly and quarterly nARR targets 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 Proficient in another lang
| Role | SMB Account Executive (growth) |
|---|---|
| Company | Gitlab |
| Location | Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United Kingdom |
| Type | contract |
| Compensation | Not disclosed |
| Posted | 2026-10-08 |
| Deadline | Rolling |
Typical process for this type of role
A general guide — the exact steps for this specific listing may vary; check the original posting for details.
- 1ApplicationSubmit your resume through the apply link.
- 2ScreeningRecruiter reviews your background against the role.
- 3AssessmentA technical test, assignment, or coding round, depending on the role.
- 4Interview(s)One or more rounds with the hiring team.
- 5OfferOffer letter with compensation and start date.
Before you apply
0/4SMB Account Executive (growth) at Gitlab: frequently asked questions
- What is the salary for this role?
- Gitlab has not stated compensation in the listing. Check the original posting or ask during the application process.
- Is the SMB Account Executive (growth) position remote, hybrid or onsite?
- The listing marks this role as remote, with Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United Kingdom as the location.
- What is the application deadline?
- Gitlab has not listed a fixed deadline, so apply early in case the opening is filled.
- How do I apply for the SMB Account Executive (growth) role?
- Use the Apply button on this page. It opens the original listing on job-boards.greenhouse.io, where you submit your application with the company.
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