Associate Renewals Manager - GitLab

About GitLab

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.

Role Overview

Reports to: Manager, Renewals

This is an individual-contributor, tactical role focused on timely, accurate execution rather than strategic decision-making. The Associate Renewals Manager works under the general direction of Senior Renewals Managers and their manager, following specific instructions and frameworks in day-to-day work. Solutions and outputs are reviewed by more senior team members and/or the direct manager.

What You’ll Do

• Portfolio Management: Manage an assigned portfolio of customer renewals, tracking key dates and driving them to on-time closure.
• Customer Engagement: Have real, consultative conversations with customers throughout the renewal cycle to understand how they're actually using the product and where they're headed next.
• Expansion Identification: Identify and surface expansion opportunities—additional seats, tiers, or modules—that come out of those conversations.
• Use Case Exploration: Probe for new use cases and unmet needs within existing accounts, connecting what customers describe to relevant GitLab capabilities they aren't yet using.
• Documentation & Quoting: Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule, structuring them to reflect any expansion identified.
• Risk Mitigation: Analyze moderately complex renewal situations (usage trends, contract terms, pricing) by reviewing existing account factors, escalating anything unusual to a senior team member or manager, and helping to mitigate identified risk.
• Stakeholder Communication: Explain moderately complex renewal terms and issues to customers and internal stakeholders, working to build alignment.
• Cross-Functional Collaboration: Collaborate with Sales, Customer Success, and Finance to help identify expansion opportunities, resolve blockers, and keep renewals moving.
• CRM Hygiene: Maintain accurate, up-to-date records in the CRM/renewals system for forecasting and reporting.
• Prioritization: Prioritize tasks with guidance from more senior team members to drive quality, timely results.

What You’ll Bring

• Renewals Experience: Ability to execute basic renewal processes independently ("basic knots") and exposure to more advanced scenarios ("complex knots") such as multi-year deals, upsell-attached renewals, or non-standard terms.
• GitLab Alignment: Developing understanding of GitLab's way of working, values, and high-performance culture, alongside awareness of remote work best practices.
• Growth Mindset: Proactively seeks out ways to learn and improve, taking action rather than waiting for direction.
• Detail-Oriented: Strong attention to detail and organizational skills; comfortable managing many renewals at once.
• Communication: Clear written and verbal communication skills with the ability to follow defined processes and frameworks while flagging exceptions appropriately.
• Collaboration: Collaborative mindset and openness to feedback and coaching from senior teammates and managers.
• Travel: Ability to travel for events such as trainings, team offsites, customer meetings, etc.

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.