Senior Manager, Public Sector Renewals - GitLab

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. More than 50 million registered users and over 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. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.

Role Overview

As the Senior Manager, PubSec Renewal Team, you'll build a predictable, customer-centered renewal business across complex Federal, State and Local, and Education accounts. You'll lead through Renewal Managers, develop leaders and individual contributors, and strengthen the forecasting and operating discipline that helps public sector customers continue to realize value from GitLab.

You'll move between strategy and execution: discussing a multi-million-dollar business with executives, coaching managers through customer and performance situations, inspecting forecast details, and creating clarity for the team. You'll partner with Sales, Customer Success, Solutions Architecture, Finance, Legal, Deal Desk, Product, Operations, and channel partners to drive durable renewals.

Responsibilities

• Lead, coach, and develop Renewal Managers, building a high-accountability, high-trust culture.
• Own the PubSec renewal operating rhythm and improve forecast accuracy across retention, contraction, churn, expansion, timing, and confidence.
• Run a consistent weekly forecast process from individual contributor updates through PubSec leadership and executive forecast reviews.
• Maintain a forward-looking view of material renewal risks, ensuring each has a business reason, mitigation plan, directly responsible individual, timeline, and escalation path.
• Lead Public Sector risk reviews and cross-functional action plans, distinguishing churn and contraction from migration, consolidation, timing, procurement, data-quality, and customer-coverage issues.
• Improve renewal playbooks, data quality, reporting, systems, automation, and process adoption with Renewals Operations and adjacent operations teams.
• Own workforce planning, coverage, territory, role-progression, and leadership plans for the PubSec Renewal Manager team.
• Clarify decision rights and handoffs across the customer lifecycle while keeping Renewal Managers accountable for the commercial renewal motion.

Qualifications

• Experience leading in renewals, customer success, account management, sales, or a related business-to-business software function.
• Experience leading renewal managers with a track record of developing talent and improving team performance.
• Success driving predictable retention, renewal, expansion, and forecast outcomes across a complex customer portfolio.
• Understanding of subscription economics, churn/contraction, mitigation strategies, 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.
• Use Salesforce, customer-health systems, dashboards, forecasts, and business metrics to make decisions.
• Communicate complex topics clearly to executives and cross-functional teams.
• Experience supporting US Public Sector customers, including Federal, State and Local, and Education markets, is required. Familiarity with government procurement, funding cycles, contracting vehicles, compliance requirements, channel and reseller motions, and complex licensing or renewal structures is also preferred.
• The ability to travel for events such as trainings, team offsites, customer meetings, etc.

About the Team

The PubSec Renewals team protects and grows GitLab's recurring revenue while helping public sector customers continue to realize value from the platform. We work with Sales, Customer Success, Solutions Architecture, Finance, Legal, Deal Desk, Product, Operations, and partners to deliver timely, accurate, and durable renewals. As an all-remote organization, we value asynchronous communication, thoughtful documentation, inclusive collaboration, and using AI and GitLab's platform to improve how we work. We believe strong renewal outcomes come from proactive planning, clear accountability, honest risk conversations, and a team that supports one another.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.