Manager, Renewals

GitLab; United States; Remote; USD 116,000 - 197,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation

Employee Stock Purchase Plan

Growth and Development Fund

Parental Leave

Home office support

Job summary

GitLab is seeking a Renewals Manager to lead day-to-day activities for a team of early-career to mid-level Renewals Managers and Associates. You will translate renewals strategy into tactical processes and ensure accurate performance visibility.

This role emphasizes coaching on pricing, contract terms, prioritization, and talent development, while maintaining alignment with GitLab's operating principles in a fully remote, asynchronous environment with travel for events as needed.

Qualifications

• Experience leading renewals teams or first-line management.
• Ability to translate strategy into day-to-day team processes.
• Strong understanding of renewals pricing and contract fundamentals.
• Excellent written and verbal communication for remote teams.
• Willingness to travel for events and trainings.

Responsibilities

• Manage day-to-day work of the renewals team.
• Implement renewals plans into tactical processes.
• Maintain visibility into team performance in the CRM for forecasting.
• Provide accurate renewal forecasts with Sales leadership.
• Coach on pricing, terms, and whitespace.
• Remove blockers and prioritize high-impact work.
• Align team goals with company priorities.
• Support career growth and feedback.

Skills

Renewals experience

People management

Forecasting & analytics

Pricing & contract knowledge

Remote collaboration

Cross-functional collaboration

Tools

Salesforce

Gainsight

Gong

Job description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab 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 GitLab 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. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our valuesand 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 GitLab 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 GitLab.

An overview of this role

Reports to: Director, Renewals This is a first-line people-management role focused on the day-to-day execution and coaching of individual contributors — typically early-career to mid-level Renewals Managers and Associates — rather than long-range strategic decision-making. The Manager, Renewals implements functional plans into tactical processes, makes routine operational decisions for their team, and relies primarily on their own experience to guide direct reports' task execution and career growth. Their sphere of influence is largely limited to their direct reports and primary stakeholders, and they escape cleanly to more senior leaders when decisions or progress are blocked.

What You’ll Do

• Manage the day-to-day work of a team of individual-contributor Renewals Managers/Associates, most of whom are at early-career to mid-level stages.
• Implement functional renewals plans and strategy into tactical, day-to-day processes for a book of business.
• Maintain accurate visibility into team renewals performance in the CRM/renewals system for forecasting and reporting.
• Deliver precise forecasting for their renewal segment alongside Field Sales Leadership and the Geo Director, incorporating projections for churn and growth opportunities.
• Partner with Sales, Customer Success, and Finance to keep renewals and expansion opportunities moving, escalating unusual or high-risk situations appropriately.
• Solve renewal and team problems of moderate complexity by following GitLab's processes and policies and selecting the relevant solution.
• Demonstrate and coach business acumen — pricing, contract terms, whitespace, and expansion motion — to team members.
• Make routine operational decisions covering the team's day-to-day renewals operations, typically of lower complexity and risk, and escape cleanly to appropriate levels when decisions or progress are blocked.
• Provide prioritization guidance to team members, helping them balance what is urgent and important to deliver quality key results and protect revenue and retention.
• Maintain and reinforce a clear renewal strategy for the team, ensuring alignment with broader Division and Company-wide priorities.
• Establish goals and tasks, set performance expectations, drive accountability, monitor progress, and ensure timely, relevant information is cascaded to the team.
• Enable the capacity and efficiency of team members by removing blockers and streamlining day-to-day renewals workflows.
• Clearly communicate team objectives and how they reflect Division and Company-wide strategy and priorities.
• Proactively identify and fill talent gaps on the team; care personally for team members and provide candid, real-time feedback and coaching.
• Recognize and proactively address engagement and retention needs, and foster an environment of open feedback and dialogue within the team.
• Rely on your own experience to advise direct reports on career growth, with a focus on building task-level skills.
• Coach team members on skills and behaviors aligned with GitLab's Operating Principles and high-performance culture, and weigh how prospective hires will amplify GitLab's values.
• Regularly demonstrate, model, and coach GitLab's remote working best practices, including excellent remote presentation skills.

What You’ll Bring

• Prior experience as a renewals, customer success, or sales professional, with exposure to renewal motions.
• Experience managing or mentoring early-career to mid-level individual contributors, or clear readiness to step into first-line people management.
• Strong understanding of GitLab's (or a comparable SaaS company's) renewals processes, pricing, and contract fundamentals, with developing business acumen to coach others.
• Ability to translate functional plans and strategy into clear, tactical day-to-day team processes.
• Sound judgment on routine operational decisions, with the discipline to escape cleanly when issues exceed the team's scope.
• Strong prioritization skills and the ability to help others balance urgent versus important work.
• Demonstrated people-leadership instincts: goal-setting, accountability, feedback, coaching, and fostering trust and engagement.
• Genuine care for team members' growth, paired with candid, real-time feedback delivered productively.
• Alignment with GitLab's Values and Operating Principles, and the ability to coach others toward a high-performance culture.
• Excellent written, verbal, and remote presentation communication skills, with a bias toward action.
• Comfort operating in a fully remote, asynchronous work environment.
• The ability to travel for events such as trainings, team offsites, customer meetings, etc.

About the team

We are dedicated to driving customer retention and growth by managing the end-to-end renewal process for a large portfolio of customers. Our mission is to deliver a seamless, efficient, and positive renewal experience that supports long-term customer success. We leverage automation, data-driven insights, and close collaboration with Customer Success and Sales teams to proactively engage customers, identify risks and opportunities, and ensure timely renewals. We operate in a global, asynchronous environment, utilizing tools like Salesforce, Gainsight, and Gong to coordinate efforts and maintain high standards of customer satisfaction. Learn more about our approach and best practices in the Renewals Manager Handbook.

How GitLab 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

United States Salary Range

$116,480 — $196,560 USD

How GitLab 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: GitLab 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.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’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. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’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.