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 full renewal lifecycle for an assigned portfolio of ANZ customers, from early engagement through signed agreements and booked renewals. You will develop renewal strategies, lead pricing and contract discussions, manage renewal risks, maintain accurate forecasts, and coordinate with internal stakeholders and partners. You will also help customers evaluate consumption-based Flex pricing and identify appropriate upsell, cross-sell, and expansion opportunities while prioritizing retention.
Requirements
- Experience owning or materially contributing to end-to-end SaaS or subscription renewals, including forecasting, negotiation, and closing activities.
- Ability to lead customer-facing commercial discussions involving pricing, procurement, contract timing, and renewal structuring.
- Strong forecasting discipline and experience using CRM platforms such as Salesforce, spreadsheets, and data analysis.
- Ability to identify churn and contraction risk early and coordinate mitigation with cross-functional stakeholders.
- Experience partnering with Sales, Customer Success, Finance, Legal, and support teams in a commercial environment.
- Skill in managing a portfolio of renewal accounts while prioritizing high-impact opportunities and risks.
- Clear communication, sound judgment, and ability to build trust with customers and internal partners.
- Familiarity with partner-led or reseller-involved renewals.
- Must be based in Australia and have full-working rights in Australia.
Responsibilities
- Own the end-to-end renewal lifecycle for an assigned ANZ portfolio.
- Develop and execute account-level renewal strategies that protect recurring revenue, reduce churn, and improve forecast accuracy.
- Lead commercial and contractual renewal discussions covering pricing, terms, timing, procurement, and partner or reseller considerations.
- Build working relationships with customer stakeholders and internal account teams.
- Monitor customer health, utilization, support history, and business context to identify risk early.
- Maintain accurate renewal pipeline, forecasts, notes, next steps, and activity tracking in Salesforce and related systems.
- Partner with Sales, Customer Success, Finance, Legal, and Product to remove blockers and align strategy.
- Identify and qualify upsell, cross-sell, and expansion opportunities while prioritizing retention.
- Support customers through Flex and other consumption-related renewal decisions.
- Use AI-powered tooling and structured workflows to identify renewal risk and improve commercial preparation.
Benefits
- Health, financial, and well-being benefits
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity compensation
- Employee Stock Purchase Plan
- Parental Leave