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.
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.
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.
Maintain accurate and up-to-date pipeline information in the CRM with detailed account notes and opportunity tracking.
Requirements
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.
Be ready to learn how to use GitLab and Git.
Ability to travel if needed.
Highly desirable skill would be an additional language ie. German, Spanish, Dutch, French.
Conditions
Remote-Global.
Benefits to support your health, finances, and well-being.