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Salary: USD 120,400 - 180,600 / annual
GitLab is seeking a Senior Manager for Public Sector Renewals to lead a team focused on building predictable, customer-centered renewal business across complex Federal, State and Local, and Education accounts. This role combines strategic planning with hands-on execution: you'll lead Renewal Managers, develop talent, strengthen forecasting discipline, and partner across Sales, Customer Success, Solutions Architecture, Finance, Legal, Deal Desk, Product, Operations, and channel partners to drive durable renewals.
Key responsibilities include:
- Lead, coach, and develop Renewal Managers in a high-accountability, high-trust culture
- Own the Public Sector renewal operating rhythm and improve forecast accuracy across retention, contraction, churn, expansion, timing, and confidence
- Run consistent weekly forecast processes from individual contributor updates through leadership and executive reviews
- Maintain forward-looking view of material renewal risks with business reasons, mitigation plans, responsible parties, timelines, and escalation paths
- Lead Public Sector risk reviews and cross-functional action plans, distinguishing churn and contraction from migration, consolidation, timing, procurement, and data-quality issues
- Improve renewal playbooks, data quality, reporting, systems, automation, and process adoption with Renewals Operations teams
- Own workforce planning, coverage, territory, role-progression, and leadership plans for the Public Sector Renewal Manager team
- Clarify decision rights and handoffs across the customer lifecycle while maintaining accountability for commercial renewal motion
GitLab is the intelligent orchestration platform for DevSecOps, trusted by more than 50 million registered users and over 50% of the Fortune 100. The company embraces AI as a core productivity multiplier and operates as an all-remote organization valuing asynchronous communication, thoughtful documentation, and inclusive collaboration.
REQUIREMENTS:
- Experience leading in renewals, customer success, account management, sales, or related B2B software functions
- Track record leading renewal managers with demonstrated talent development and team performance improvement
- Success driving predictable retention, renewal, expansion, and forecast outcomes across complex customer portfolios
- Understanding of subscription economics, churn/contraction mitigation, renewal strategy, commercial negotiation, customer risk, executive engagement, and multi-stakeholder procurement cycles
- Ability to build operating models, playbooks, and processes that scale beyond individual effort
- Proficiency with Salesforce, customer-health systems, dashboards, forecasts, and business metrics for decision-making
- Strong communication skills for complex topics with executives and cross-functional teams
- REQUIRED: Experience supporting US Public Sector customers (Federal, State and Local, Education markets)
- PREFERRED: Familiarity with government procurement, funding cycles, contracting vehicles, compliance requirements, channel and reseller motions, and complex licensing or renewal structures
- Ability to travel for events such as trainings, team offsites, and customer meetings
