• Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding growth nARR targets. • Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team. • Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes. • Partner closely with Renewals Management, Sales Development, and other go-to-market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle. • Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage. • Hire, onboard, and ramp new team members while providing ongoing enablement on GitLab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles. • Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business. • Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale.