Renewals Manager

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

An overview of this role

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. 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. 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.

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 team that works closely with Sales, Customer Success, Finance, and Legal to ensure timely, accurate renewals and strong customer retention across regions in an all-remote, asynchronous environment. The team is responsible for forecasting renewal outcomes, identifying and addressing churn risk, and uncovering opportunities to expand GitLab adoption, while continuously improving processes and best practices that support predictable, sustainable growth.