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GitLabGitLabUnited States

Renewals Manager

Own the end-to-end renewal lifecycle for a portfolio of GitLab SaaS customers. Lead negotiations, manage risks, drive retention and expansion while transitioning accounts to consumption-based pricing.

66k – 111k
RemoteAccount Management

About the role

What You’ll Do

  • 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 in line with customer needs and internal guidelines.
  • Lead commercial and contractual negotiations with customer stakeholders, managing pricing discussions, terms, and timelines.
  • Identify and qualify opportunities to expand footprint through upsell and cross-sell in partnership with Sales and Customer Success.
  • Monitor customer health, usage, and satisfaction signals to surface at-risk renewals early and drive mitigation plans.
  • Maintain accurate renewal pipeline, forecasts, and activity tracking in CRM and related systems to enable clear reporting and planning.
  • Collaborate with Sales, Customer Success, Finance, Legal, and Product teams to remove obstacles, align on strategy, and ensure timely, smooth renewals.

What You’ll Bring

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

Benefits

  • Flexible Paid Time Off
  • Team Member Resource Groups
  • Equity Compensation & Employee Stock Purchase Plan
  • Growth and Development Fund
  • Parental Leave
  • Home office support

Skills

SalesforceHubSpotExcelGoogle SheetsCRMSaaSRenewal ManagementNegotiationForecastingCustomer Retention

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