GitLab

Account Manager

GitLab

full-time

Posted on:

Location Type: Remote

Location: Singapore

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About the role

  • Serving as the primary relationship owner for new customers in their first 12 months, driving rapid onboarding, activation, and early value realisation through the 90×90 success framework
  • Partnering with Account Executives, Customer Success Engineers, and Professional Services to remove barriers to adoption, run value-based touch points and business reviews, and build a clear roadmap for renewal and expansion
  • Serve as the primary relationship owner for first-order customers throughout their first 12 months, ensuring a smooth transition from new customer to growth-ready account.
  • Execute the 90×90 success framework to drive rapid activation and early value realisation, targeting 90% license utilisation by day 90 to create a strong foundation for adoption and expansion.
  • Drive revenue growth by building and managing a healthy expansion pipeline, qualifying opportunities, and partnering with Account Executives to advance and close upsell and cross-sell deals.
  • Maintain strategic, value-focused engagement with key stakeholders across your accounts to understand their goals, uncover new use cases, and proactively identify whitespace for growth.
  • Lead the first renewal at month 12 by aligning on outcomes, addressing risks early, and positioning contract retention and expansion opportunities that support long-term customer success.
  • Coordinate cross-functional resources (such as Customer Success Engineers and Professional Services) to remove barriers to adoption, accelerate time-to-value, and support successful implementations.
  • Develop and maintain accurate revenue forecasts for your book of business, including renewal probability, expansion pipeline, and at-risk revenue, and share insights through regular forecasting cadences.
  • Contribute to and continuously improve revenue-driving playbooks, Success Plans, and best practices based on data, customer feedback, and observed trends across your first-year customer cohorts.

Requirements

  • Background in account management, customer success, or similar customer-facing work, with the ability to guide customers through their first year and set them up for growth.
  • Strong relationship management skills, with the ability to become a trusted advisor to multiple stakeholders within an account, understand their business goals, and connect GitLab solutions to clear outcomes.
  • Ability to drive product adoption and early value realisation for new customers, using structured onboarding or activation approaches to deliver outcomes in the first 90 days.
  • Commercial acumen to identify and progress expansion opportunities, partner with Account Executives on pipeline, and support renewal and contract discussions that balance customer needs with GitLab’s commercial objectives.
  • Ability to work with revenue and pipeline data for a defined book of business, collaborating on forecasts and clearly communicating renewal, expansion, and risk insights in regular forecasting cadences.
  • Effective written and verbal communication skills, including comfort leading value conversations, business reviews, and success planning sessions with both business and technical audiences.
  • Ability to work autonomously and asynchronously in a fully remote, metrics-driven environment, staying organized across multiple accounts and aligning to GitLab’s processes, tools, and values.
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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
account managementcustomer successrevenue forecastingpipeline managementproduct adoptiononboardingactivationvalue realisationcontract retentionexpansion opportunities
Soft Skills
relationship managementtrusted advisorcommunicationorganizational skillsautonomycollaborationproblem-solvingstrategic engagementcustomer-focusedmetrics-driven