Renewals Manager

Who you are

• Experience owning an end-to-end renewal motion for subscription or SaaS contracts, including forecasting, negotiation, and closing
• Background in B2B subscription-based businesses with a track record of meeting or exceeding renewal and retention goals
• Skill in managing a portfolio of renewal accounts at scale while prioritizing high-impact opportunities and risks
• Proficiency working with CRM platforms such as Salesforce or HubSpot, along with strong Excel or Google Sheets skills for analysis and reporting
• Ability to build productive relationships with customer stakeholders, navigate complex procurement processes, and lead commercial discussions
• Experience partnering with Sales, Customer Success, Finance, and Legal to structure renewals, address adoption gaps, and manage contract terms
• Strength in identifying renewal risks early, using customer health and usage data, and developing practical mitigation plans
• Openness to learning GitLab's platform and processes, with transferable skills welcomed from renewals, account management, sales, or customer success roles

What the job involves

• As a Renewal Manager, you'll own the end-to-end renewal lifecycle for a defined portfolio of GitLab customers, protecting and growing recurring revenue while ensuring a smooth, transparent experience at every contract touchpoint.
• You'll engage customers well ahead of renewal, lead pricing and commercial discussions, negotiate complex agreements, and proactively address risk so customers can continue to rely on GitLab's DevSecOps platform without disruption.
• You'll also play a key role in guiding customers through the transition from seat-based licensing to GitLab's consumption-based Flex pricing model, helping them understand usage patterns, model scenarios, and land on a structure that aligns with how their teams actually work.
• In this quota-carrying role within the Renewals team, you'll work closely with Sales, Customer Success, Finance, Legal, and Product to forecast outcomes, reduce churn, and uncover expansion opportunities — and you'll leverage AI-powered tooling to analyze account health, surface renewal risk earlier, and move faster on the commercial activities that matter most.
• In your first year, you'll be focused on building strong relationships with key stakeholders in your accounts, consistently delivering on-time renewals, and contributing to scalable renewal processes that support GitLab's long-term growth
• Own the end-to-end renewal lifecycle for an assigned portfolio of customer contracts, from early engagement through signed agreement
• Develop and execute account-level renewal strategies that protect recurring revenue and reduce customer churn
• Prepare renewal proposals, pricing quotes, and contract documentation in line with customer needs and internal guidelines
• Lead commercial and contractual negotiations with customer stakeholders, managing pricing discussions, terms, and timelines
• Identify and qualify opportunities to expand footprint through upsell and cross-sell in partnership with Sales and Customer Success
• Monitor customer health, usage, and satisfaction signals to surface at-risk renewals early and drive mitigation plans
• Maintain accurate renewal pipeline, forecasts, and activity tracking in CRM and related systems to enable clear reporting and planning
• Collaborate with Sales, Customer Success, Finance, Legal, and Product teams to remove obstacles, align on strategy, and ensure timely, smooth renewals

Benefits

• We offer benefits to manage your health, wealth, and well-being regardless of location
• Flexibility in schedule to be there for life’s important moments
• Equity compensation & Employee Stock Purchase Plan offered
• Generous Paid Time Off