Renewals Manager EMEA - 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.

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.

Overview of the Role

• Reports to: Manager, Renewals

This is an individual-contributor, tactical role focused on timely, accurate execution rather than strategic decision-making. Working under the general direction of Senior Renewals Managers and your manager, you will follow specific instructions and frameworks in day-to-day operations. Solutions and outputs are reviewed by more senior team members and direct management.

What You'll Do

• Manage an assigned portfolio of customer renewals, tracking key dates and driving them to on-time closure.
• Lead consultative conversations with customers throughout the renewal cycle to understand product utilization and future plans.
• Identify and surface expansion opportunities—such as additional seats, tiers, or modules.
• Probe for new use cases and unmet needs within existing accounts, connecting requirements to GitLab capabilities.
• Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule.
• Analyze moderately complex renewal situations (usage trends, contract terms, pricing), escalating risks or unusual factors to senior team members.
• Explain moderately complex renewal terms and issues clearly to customers and internal stakeholders.
• Collaborate across Sales, Customer Success, and Finance to keep renewals moving forward.
• Maintain accurate, up-to-date records in CRM and renewal systems for forecasting and reporting.
• Prioritize tasks with guidance from senior team members to deliver quality, timely results.

What You'll Bring

• Ability to execute core renewal processes independently, with exposure to complex scenarios such as multi-year deals, upsell attachments, or non-standard terms.
• Clear written and verbal communication skills adapted to GitLab's asynchronous, remote work style.
• High attention to detail and strong organizational skills to manage high renewal volumes simultaneously.
• Growth mindset with a proactive approach to continuous learning and ownership.
• Ability to follow structured processes and frameworks while identifying exceptions when appropriate.
• Collaborative mindset and eagerness to receive coaching from senior peers and managers.
• Willingness and ability to travel for occasional company events, offsites, or customer meetings.

Benefits & Support

• Benefits to support health, finances, and well-being
• Flexible Paid Time Off (PTO)
• Equity compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental leave
• Home office equipment support
• Team Member Resource Groups