Renewals Manager

## Responsibilities - 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. - 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. - 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. - Work closely with Sales, Customer Success, Finance, Legal, and Product to forecast outcomes, reduce churn, and uncover expansion opportunities. - 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, focus 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. ## What You’ll Do - 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. ## What You’ll Bring - 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. ## About the team The Renewals team focuses on protecting and growing GitLab's recurring revenue by managing the full contract lifecycle for our subscription customers. As a Renewal Manager, you'll be part of a quota-carrying role within the Renewals team, working closely with cross-functional teams to ensure smooth and successful renewals.