SMB Account Executive, Growth

Responsibilities

• 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.

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