Manager, Renewals - GitLab

Overview of the Role

Reports to: Director, Renewals

This is a first-line people-management role focused on the day-to-day execution and coaching of individual contributors—typically early-career to mid-level Renewals Managers and Associates—rather than long-range strategic decision-making. The Manager, Renewals implements functional plans into tactical processes, makes routine operational decisions for their team, and relies primarily on their own experience to guide direct reports' task execution and career growth. Their sphere of influence is largely focused on their direct reports and primary stakeholders, cleanly escalating to more senior leaders when decisions or progress are blocked.

What You'll Do

• Manage the day-to-day work of a team of individual-contributor Renewals Managers and Associates.
• Implement functional renewals plans and strategy into tactical, day-to-day processes for a portfolio of accounts.
• Maintain accurate visibility into team renewals performance in the CRM/renewals system for forecasting and reporting.
• Deliver precise forecasting for your renewal segment alongside Field Sales Leadership and the Geo Director, incorporating projections for churn and expansion.
• Partner with Sales, Customer Success, and Finance to maintain momentum on renewals and expansion opportunities, escalating unusual or high-risk situations appropriately.
• Solve renewal and operational challenges of moderate complexity by applying GitLab's established processes and policies.
• Demonstrate and coach business acumen—including pricing, contract terms, whitespace analysis, and expansion motions—to team members.
• Make routine operational decisions covering day-to-day renewals operations and escalate cleanly when roadblocks arise.
• Provide prioritization guidance to team members, helping them balance urgent and important work to protect revenue and retention.
• Maintain alignment with broader Division and Company-wide renewal strategies and priorities.
• Establish goals, set performance expectations, drive accountability, monitor progress, and ensure key information is cascaded effectively.
• Remove blockers and streamline workflows to enhance team efficiency and capacity.
• Proactively identify talent gaps, deliver candid real-time feedback, and support direct reports' career development.
• Model, demonstrate, and coach GitLab's remote working best practices, including strong asynchronous communication and remote presentation skills.

What You'll Bring

• Prior experience as a renewals, customer success, or sales professional, with strong exposure to SaaS renewal motions.
• Experience managing or mentoring early-career to mid-level individual contributors, or clear readiness to step into first-line people management.
• Solid understanding of SaaS renewals processes, pricing structures, and contract fundamentals, with developing business acumen to coach others.
• Proven ability to translate functional strategy into structured, tactical day-to-day team workflows.
• Sound operational judgment and the ability to escalate blockers appropriately.
• Strong prioritization skills to help team members manage competing priorities.
• Demonstrated people-leadership instincts: goal-setting, accountability, constructive feedback, coaching, and fostering psychological safety.
• Commitment to continuous learning, team development, and GitLab's Values and Operating Principles.
• Exceptional written, verbal, and remote presentation communication skills with a bias toward action.
• Comfort operating effectively in a fully remote, asynchronous work environment.
• Ability to travel occasionally for team offsites, trainings, and customer meetings.

About the Team

The Renewals team is dedicated to driving customer retention and growth by managing the end-to-end renewal process for a large portfolio of customers. The team leverages automation, data-driven insights, and close collaboration with Customer Success and Sales teams using tools like Salesforce, Gainsight, and Gong to coordinate efforts in a global, asynchronous environment.