About the role
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. 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. 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. 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.
