Renewals Manager
GitLab is an AI-powered DevSecOps platform that unifies the entire software development lifecycle into a single application. It helps development, security, and operations teams to collaborate and deliver software more efficiently, with security integrated at every step. The platform is trusted by millions of users and a majority of the Fortune 100.
About GitLab Inc.
GitLab is a comprehensive, AI-powered DevSecOps platform that streamlines the entire software delivery process by unifying the development lifecycle into a single application. It integrates source code management, CI/CD, security, and monitoring to help teams build, secure, and operate software more efficiently. Key features include automated security scans built into the development pipeline and AI-driven tools like GitLab Duo for code suggestions and chat, which enhance developer productivity. GitLab serves a diverse client base, from startups and open-source projects to large enterprises, including over half of the Fortune 100. The platform aims to reduce complexity, accelerate delivery cycles, and strengthen security and compliance for its users.
Skills
About the Role
You will own the complete renewal lifecycle for a portfolio of customer contracts, from early engagement through signed agreements. You will develop renewal strategies, prepare proposals and pricing, negotiate commercial terms, identify expansion opportunities, and manage renewal risk. You will maintain accurate forecasts and CRM data while working with internal partners to support timely renewals.
Requirements
- 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 record of meeting or exceeding renewal and retention goals
- Experience managing a portfolio of renewal accounts at scale
- Proficiency with CRM platforms such as Salesforce or HubSpot
- Strong Excel or Google Sheets skills for analysis and reporting
- Ability to manage customer stakeholder relationships, procurement processes, and commercial discussions
- Experience partnering with Sales, Customer Success, Finance, and Legal on renewals and contract terms
- Experience using customer health and usage data to identify and mitigate renewal risks
Responsibilities
- Own the end-to-end renewal lifecycle for assigned customer contracts
- Develop and execute account-level renewal strategies to protect recurring revenue and reduce churn
- Prepare renewal proposals, pricing quotes, and contract documentation
- Lead commercial and contractual negotiations with customer stakeholders
- Identify and qualify upsell and cross-sell opportunities
- Monitor customer health, usage, and satisfaction signals to identify renewal risk
- Maintain accurate renewal pipeline, forecasts, and activity tracking in CRM systems
- Collaborate with Sales, Customer Success, Finance, Legal, and Product to ensure timely renewals
Benefits
- Health, financial, and well-being benefits
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity compensation
- Employee Stock Purchase Plan
- Parental leave
- Home office support
