Renewals Manager

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• Own the end-to-end renewal lifecycle for an assigned ANZ portfolio, from early engagement through signed agreement and booked renewal. • Develop and execute account-level renewal strategies that protect recurring revenue, reduce churn, and improve forecast accuracy. • Lead commercial and contractual renewal discussions with customer stakeholders, including pricing, terms, timing, procurement coordination, and partner or reseller considerations where relevant. • Build strong working relationships with ANZ customer stakeholders and internal account teams to drive timely decisions and high-quality renewal outcomes. • Monitor customer health, utilization, support history, and business context to identify risk early and coordinate practical mitigation plans. • Maintain accurate renewal pipeline, forecasting, notes, next steps, and activity tracking in Salesforce and related systems. • Partner with Sales, Customer Success, Finance, Legal, and Product to remove blockers, align on strategy, and ensure smooth commercial execution. • Identify and qualify upsell, cross-sell, and expansion opportunities in partnership with the account team, while keeping retention as the primary focus. • Support customers through Flex and other consumption-related renewal decisions, helping them understand usage patterns and commercial options ahead of renewal. • Use AI-powered tooling and structured workflows to surface renewal risk earlier, improve preparation, and move faster on the commercial activities that matter most.

🎯 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 with confidence, including pricing, procurement, contract timing, and renewal structuring. • Strong forecasting discipline and comfort using CRM platforms such as Salesforce, along with spreadsheets and data analysis to support decision-making. • Strength in identifying churn and contraction risk early and coordinating mitigation with cross-functional stakeholders. • Experience partnering effectively with Sales, Customer Success, Finance, Legal, and other support teams in a fast-moving commercial environment. • Skill in managing a portfolio of renewal accounts at scale while prioritizing high-impact opportunities and risks. • Clear communication, sound judgment, and the ability to build trust with both customers and internal partners. • Familiarity with partner-led or reseller-involved renewals is strongly valued. • Openness to learning GitLab’s platform, processes, and evolving commercial motions, with transferable experience welcomed from renewals, account management, sales, or customer success roles. • Must be based in Australia and have full-working rights in Australia.

🏖️ Benefits

• 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