Small and Medium Size Business Account Executives "SMB AE" act as Account Executives and the face of GitLab for SMB prospects and customers. They are the primary point of contact for companies that employ between 1 to 99 employees. These GitLab team members are responsible for working new business in their territory as well as handling the customer journey for new and existing customers. SMB Account Executives will assist prospects through their GitLab evaluation and buying process and will be the customer's point of contact for any renewal and expansion discussions.
The goal of onboarding in all of this is to ensure that you feel confident and comfortable to hit the ground running. Our hope is that along this journey you are not only gaining the tactical skills needed to complete your job, but that you form connections with colleagues, gain a strong understanding of the GitLab culture, and begin to develop industry knowledge.
All team members from Commercial Sales are expected to implement the Required 7 into their sales process. None of the 7 should be missing at any time. The Required 7 will help to stay on top of your territory, deliver what is promised to the prospect / customer and have quality meetings.
Overview of the divided territories and owners for
SMB segment. This territory page also shows Account owners for the other segments (
Mid Market and
These Dasboards are used to keep track on team performance globally as well as per region.
Though not mandatory, call preps are a great way to gain a different perspective on your opportunities during a sales cycle. Thus, allowing you to be more prepared for following meetings.
Prep w/ [team member name].
One initiative as an SMB AE is to be connecting with as many current customers as possible to support them in finding ways to utilize more of GitLab. Every time you hold a call with a client to discuss entering into a sales cycle for either uptiering, or increasing user count please include "qual" or "qualification" into the subject line of your logged activity. We should also be submitting "qual" or "qualification during our first IQM (Initial Qualifying Meeting) with all prospects.
True-ups are conversations that often come to the table with customers during renewal conversations. It's important to get yourself familiar with the term, how true-ups work - and how the SMB team is handling true-up conversations:
#smb_training_supportchannel for further assistance
For suggested email templates for a mid-term call along with renewal calls, reference the latest in the SMB Email Templates shared document.
Please use the following analysis of your pipeline to get the most accurate monthly and quarterly forecast
Opportunity Consults are weekly meetings that promote continued learning. This meeting is open to all commercial teams and is more of a framework for any sales person to leverage. Come to the meeting with a specific opportunity and let your teammates help you get creative with your opportunities.
During the meeting Account Executive summarizes:
Team questions, input & critiques
Any further questions related to SMB Compensation can be directed to the slack channel #total-rewards or your direct manager.
GitLab is intentional about documenting in a manner that creates a single source of truth. It operates handbook-first, and in valuing transparency, makes its handbook publicly accessible to all. SMB team members should always be striving to contribute and exemplify this value.