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GitLab is seeking a Renewals Manager to own the end-to-end renewal lifecycle for a defined portfolio of subscription customers. In this quota-carrying role, you will protect and grow recurring revenue while ensuring smooth, transparent experiences at every contract touchpoint.
Key responsibilities include:
- Managing the complete renewal lifecycle from early customer engagement through contract signature
- Developing and executing account-level renewal strategies to reduce churn and protect revenue
- Preparing renewal proposals, pricing quotes, and contract documentation aligned with customer needs
- Leading commercial and contractual negotiations on pricing, terms, and timelines
- Identifying expansion opportunities through upsell and cross-sell in partnership with Sales and Customer Success
- Monitoring customer health, usage, and satisfaction signals to surface at-risk renewals early
- Maintaining accurate renewal pipeline, forecasts, and activity tracking in CRM systems
- Collaborating with Sales, Customer Success, Finance, Legal, and Product teams to remove obstacles and ensure timely renewals
- Guiding customers through GitLab's transition from seat-based to consumption-based Flex pricing, helping them understand usage patterns and model scenarios
You will leverage AI-powered tooling to analyze account health, surface renewal risk earlier, and accelerate commercial activities. GitLab's DevSecOps platform is trusted by more than 50 million registered users and over 50% of the Fortune 100.
Required experience:
- Proven track record owning end-to-end renewal motions for subscription or SaaS contracts, including forecasting, negotiation, and closing
- Background in B2B subscription businesses with demonstrated success meeting or exceeding renewal and retention goals
- Ability to manage a portfolio of renewal accounts at scale while prioritizing high-impact opportunities
- Proficiency with CRM platforms (Salesforce, HubSpot) and strong Excel/Google Sheets skills
- Strong relationship-building and negotiation skills with customer stakeholders
- Experience partnering across Sales, Customer Success, Finance, and Legal teams
- Ability to identify renewal risks early using customer health and usage data, and develop mitigation plans
- Openness to learning GitLab's platform; transferable skills from renewals, account management, sales, or customer success roles welcomed
