Renewals Manager - West

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. We embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows.

An Overview of This Role

As a Renewal Manager, you'll own the end-to-end renewal lifecycle for a defined portfolio of GitLab customers, protecting and growing recurring revenue while ensuring a smooth, transparent experience at every contract touchpoint. You'll engage customers well ahead of renewal, lead pricing and commercial discussions, negotiate complex agreements, and proactively address risk so customers can continue to rely on GitLab's DevSecOps platform without disruption. You'll also play a key role in guiding customers through the transition from seat-based licensing to GitLab's consumption-based Flex pricing model, helping them understand usage patterns, model scenarios, and land on a structure that aligns with how their teams actually work. In this quota-carrying role within the Renewals team, you'll work closely with Sales, Customer Success, Finance, Legal, and Product to forecast outcomes, reduce churn, and uncover expansion opportunities — and you'll leverage AI-powered tooling to analyze account health, surface renewal risk earlier, and move faster on the commercial activities that matter most. In your first year, you'll be focused on building strong relationships with key stakeholders in your accounts, consistently delivering on-time renewals, and contributing to scalable renewal processes that support GitLab's long-term growth.

What You'll Do

• Own the end-to-end renewal lifecycle for an assigned portfolio of customer contracts, from early engagement through signed agreement.
• Develop and execute account-level renewal strategies that protect recurring revenue and reduce customer churn.
• Prepare renewal proposals, pricing quotes, and contract documentation in line with customer needs and internal guidelines.
• Lead commercial and contractual negotiations with customer stakeholders, managing pricing discussions, terms, and timelines.
• Identify and qualify opportunities to expand footprint through upsell and cross-sell in partnership with Sales and Customer Success.
• Monitor customer health, usage, and satisfaction signals to surface at-risk renewals early and drive mitigation plans.
• Maintain accurate renewal pipeline, forecasts, and activity tracking in CRM and related systems to enable clear reporting and planning.
• Collaborate with Sales, Customer Success, Finance, Legal, and Product teams to remove obstacles, align on strategy, and ensure timely, smooth renewals.

What You'll Bring

• Experience owning an end-to-end renewal motion for subscription or SaaS contracts, including forecasting, negotiation, and closing.
• Background in B2B subscription-based businesses with a track record of meeting or exceeding renewal and retention goals.
• Skill in managing a portfolio of renewal accounts at scale while prioritizing high-impact opportunities and risks.
• Proficiency working with CRM platforms such as Salesforce or HubSpot, along with strong Excel or Google Sheets skills for analysis and reporting.
• Ability to build productive relationships with customer stakeholders, navigate complex procurement processes, and lead commercial discussions.
• Experience partnering with Sales, Customer Success, Finance, and Legal to structure renewals, address adoption gaps, and manage contract terms.
• Strength in identifying renewal risks early, using customer health and usage data, and developing practical mitigation plans.
• Openness to learning GitLab's platform and processes, with transferable skills welcomed from renewals, account management, sales, or customer success roles.
• The 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. The team is responsible for forecasting renewal outcomes, identifying and addressing churn risk, and uncovering opportunities to expand GitLab adoption, while continuously improving processes and best practices that support predictable, sustainable growth.

How GitLab Supports Full-Time Employees

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Home office support