Renewals Manager

🕒 Yesterday

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

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 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. • Lead commercial and contractual negotiations with customer stakeholders, managing pricing discussions, terms, and timelines. • Identify and qualify upsell and cross-sell opportunities with Sales and Customer Success. • Monitor customer health, usage, and satisfaction signals to surface at-risk renewals and drive mitigation plans. • Maintain accurate renewal pipeline, forecasts, and activity tracking in CRM and related systems. • Collaborate with Sales, Customer Success, Finance, Legal, and Product teams to ensure timely renewals. • Guide customers through the transition from seat-based licensing to GitLab's consumption-based Flex pricing model. • Use AI-powered tooling to analyze account health and surface renewal risk.

🎯 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 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 with CRM platforms such as Salesforce or HubSpot. • Strong Excel or Google Sheets skills for analysis and reporting. • Ability to build productive relationships with customer stakeholders and navigate complex procurement processes. • Ability to 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 using customer health and usage data and developing mitigation plans. • Openness to learning GitLab's platform and processes. • Transferable skills welcomed from renewals, account management, sales, or customer success roles.

🏖️ 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 • Home office support • Incentive pay targeted at up to 100% of the offered base salary