Renewals Manager

About the role

The Renewal Manager owns 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. Key responsibilities include engaging customers well ahead of renewal, leading pricing and commercial discussions, negotiating complex agreements, and proactively addressing risk so customers can continue to rely on GitLab's DevSecOps platform without disruption. The role also involves guiding customers through the transition from seat-based licensing to GitLab's consumption-based Flex pricing model, leveraging AI-powered tooling to analyze account health, and contributing to scalable renewal processes that support GitLab's long-term growth.

Responsibilities

• 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.
• 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.

Requirements

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. 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.

Qualifications

Education: Bachelor's degree preferred, but not required. Relevant experience in a similar role is highly valued.

Skills

• Strong analytical and problem-solving skills.
• Excellent communication and negotiation skills.
• Ability to work independently and as part of a team.
• Proficiency in Microsoft Office Suite.
• Experience with CRM tools.
• Knowledge of GitLab's DevSecOps platform.

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

Pay

Base salary range for this role's listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity.

Schedule

GitLab is an all-remote, asynchronous company. Hours are flexible and depend on the individual's location and personal schedule.