Associate Renewals Manager, SMB

GitLab; United States; Remote; USD 54,000 - 105,000; Full time

Benefits offered by this job

Benefits to support your health, Finan

Flexible Paid Time Off

Team Member Resource Groups

Equity Compensation & Employee Stock

Growth and Development Fund

Parental Leave

Home office support

Job summary

GitLab is seeking an Associate Renewals Manager to own the renewal lifecycle for a portfolio of customers in a fast-paced, all-remote environment. You will work under the guidance of Senior Renewals Managers to drive on-time renewals, identify expansion opportunities, and collaborate with Sales, Customer Success, and Finance to mitigate risk and grow recurring revenue.

The role emphasizes consultative customer conversations, accurate documentation, and adherence to defined processes while

Qualifications

• Can execute basic renewal processes independently and has been introduced to more advanced scenarios (multi-year deals, upsell-attached renewals, non-standard terms).
• Developing understanding of the company's way of working, values, and high-performance culture.
• Awareness of the company's remote work best practices.
• Growth mindset and sense of ownership - proactively seeks out ways to learn and improve.
• Strong attention to detail and organizational skills; comfortable managing many renewals at once.
• Clear written and verbal communication skills.
• Ability to follow defined processes and frameworks while flagging exceptions appropriately.
• Collaborative mindset and openness to feedback and coaching from senior teammates and manager.
• The ability to travel for events such as trainings, team offsites, customer meetings, etc.

Responsibilities

• Manage an assigned portfolio of customer renewals tracking key dates and driving on-time closure.
• Have consultative conversations with customers throughout the renewal cycle.
• Identify and surface expansion opportunities - additional seats, tiers, or modules.
• Probe for new use cases and unmet needs within existing accounts.
• Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule.
• Analyze moderately complex renewal situations and escalate when needed.
• Explain renewal terms to customers and internal stakeholders to build alignment.
• Collaborate with Sales, Customer Success, and Finance to identify expansion opportunities and resolve blockers.
• Maintain accurate CRM records for forecasting and reporting.
• Prioritize tasks with guidance from more senior team members to drive quality, timely results.

Skills

Basic renewals

Complex renewals

Growth mindset

Ownership

Attention to detail

Communication

Process adherence

Collaboration

Willing to travel

Job description

the company is the intelligent orchestration platform for DevSecOps. the company enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust the company to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. the company is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on the company data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of the company.

An overview of this roleReports to: Manager, Renewals

This is an individual-contributor, tactical role focused on timely, accurate execution rather than strategic decision-making. The Associate Renewals Manager works under the general direction of Senior Renewals Managers and their manager, following specific instructions and frameworks in day-to-day work. Solutions and outputs are reviewed by more senior team members and/or the direct manager.

What You’ll Do

• Manage an assigned portfolio of customer renewals tracking key dates and driving them to on-time closure.
• Have real, consultative conversations with customers throughout the renewal cycle to understand how they're actually using the product and where they're headed next.
• Identify and surface expansion opportunities - additional seats, tiers, or modules - that come out of those conversations.
• Probe for new use cases and unmet needs within existing accounts, connecting what customers describe to relevant the company capabilities they aren't yet using.
• Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule, structuring them to reflect any expansion identified.
• Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule.
• Analyze moderately complex renewal situations (usage trends, contract terms, pricing) by reviewing existing account factors, escalating anything unusual to a senior team member or manager and helping to mitigate any risk identified.
• Explain moderately complex renewal terms and issues to customers and internal stakeholders, working to build alignment.
• Collaborate with Sales, Customer Success, and Finance to help identify expansion opportunities, resolve blockers and keep renewals moving.
• Communicate proactively and transparently with customers and internal stakeholders, adapting to the company's communication framework.
• Maintain accurate, up-to-date records in the CRM/renewals system for forecasting and reporting.
• Prioritize tasks with guidance from more senior team members to drive quality, timely results.
• Contribute to team goals by working collaboratively with peer RM’s.

What You’ll Bring

• Can execute basic renewal processes independently ("basic knots") and has been introduced to more advanced scenarios ("complex knots") such as multi-year deals, upsell-attached renewals, or non-standard terms.
• Developing understanding of the company's way of working, values, and high-performance culture.
• Awareness of the company's remote work best practices.
• Growth mindset and sense of ownership - proactively seeks out ways to learn and improve, and takes action rather than waiting for direction.
• Strong attention to detail and organizational skills; comfortable managing many renewals at once.
• Clear written and verbal communication skills.
• Ability to follow defined processes and frameworks while flagging exceptions appropriately.
• Collaborative mindset and openness to feedback and coaching from senior teammates and manager.
• The ability to travel for events such as trainings, team offsites, customer meetings, etc.

About the team

The Renewals team focuses on protecting and growing the company's recurring revenue by managing the full contract lifecycle for our subscription customers. As a Renewal Manager, you'll be part of a quota-carrying team that works closely with Sales, Customer Success, Finance, and Legal to ensure timely, accurate renewals and strong customer retention across regions in an all-remote, asynchronous environment. The team is responsible for forecasting renewal outcomes, identifying and addressing churn risk, and uncovering opportunities to expand the company adoption, while continuously improving processes and best practices that support predictable, sustainable growth.

How the company will support you

• 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

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$53,760-$105,000 USD

How the company Supports Full-Time Employees

• 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

Country Hiring Guidelines: the company hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

the company is proud to be an equal opportunity workplace and is an affirmative action employer. the company’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. the company will not tolerate discrimination or harassment based on any of these characteristics. See also the company’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.