Account Director growing strategic SaaS cybersecurity accounts across North America at Trustonic. Managing enterprise relationships, renewals, upsells, negotiations, and new business across wireless and connected - device markets.
About the role
- SMB Account Executive growing adoption, renewals, and expansion for GitLab’s DevSecOps orchestration platform. Managing customer portfolios, account plans, upgrades, and cross-sell opportunities.
Responsibilities
- Own an SMB account portfolio and recommend products throughout the customer lifecycle
- Develop and execute strategic account plans for Tier 1 accounts
- 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
- Build expansion pipeline and identify, expand, and close inbound, upgrade, and cross-sell opportunities
- Manage Tier 1 renewals to minimize churn and maximize contract value
- Forecast quarterly expansion and renewal revenue accurately
- Maintain accurate pipeline information, account notes, and opportunity tracking in the CRM system
- Analyze expansion wins, losses, and churn events and share lessons with Customer Success, Renewals, Sales Development, and Product
- Collaborate with Sales Development, Solution Architecture, Digital Marketing, partner ecosystem, Product Development, Sales, and Marketing
Requirements
- Experience in account management or growth-focused sales, with a track record of exceeding expansion targets
- Skills in discovery, value-based selling, negotiation, and closing with existing customers
- Analytical skills to identify customer pain points, account trends, usage patterns, and expansion opportunities
- Relationship-building and presentation skills, including the ability to conduct executive-level business reviews
- Experience with Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense
- Basic understanding of application lifecycle management and related technologies
- Willingness to learn GitLab and Git
- Alignment with GitLab's values and commitment to developing skills and supporting team learning
- Ability to travel when needed and comply with GitLab's travel policy
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
- Home office support
- Incentive pay targeted at up to 100% of the offered base salary
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Account Director managing strategic enterprise accounts and new business for Trustonic’s secure device - locking SaaS platform. Driving wireless ecosystem growth across the US and Canada.
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