Remote, France; Remote, Germany; Remote, Netherlands; Remote, Spain; Remote, United Kingdom•France•Germany•Netherlands•Spain•United Kingdom
Remote
Mid Level
Full Time
remoteSMBaccount executivegrowth
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 language ie. German, Spanish, Dutch, French
What You'll Do
- •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
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
About GitLab
GitLab is a web-based Git repository manager that offers a variety of features for software development teams.
San Francisco, CA, US
1000 - 5000
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