Renewals Manager — Protect & Grow Recurring Revenue at GitLab (Remote US)
The Role
GitLab's Renewals team protects and grows the company's recurring revenue by managing the full contract lifecycle for subscription customers. As a Renewals Manager, you'll own the end-to-end renewal lifecycle for a defined portfolio — engaging customers well ahead of renewal, leading pricing and commercial discussions, negotiating complex agreements, and proactively addressing risk so customers keep relying on GitLab's DevSecOps platform without disruption.
What You'll Do
- Own the renewal lifecycle for an assigned portfolio, from early engagement to signed agreement
- Develop account-level renewal strategies that protect revenue and reduce churn
- Prepare proposals, pricing quotes, and contract documentation
- Lead commercial and contractual negotiations with customer stakeholders
- Identify upsell and cross-sell expansion in partnership with Sales and Customer Success
- Monitor customer health, usage, and satisfaction signals to surface at-risk renewals early
- Maintain accurate pipeline, forecasts, and activity tracking in CRM
- Guide customers through the transition from seat-based licensing to GitLab's consumption-based Flex pricing model
What You'll Bring
- Experience owning an end-to-end renewal motion for subscription/SaaS contracts — forecasting, negotiation, closing
- Background in B2B subscription businesses with a record of meeting or exceeding retention goals
- Skill managing a portfolio of accounts at scale, prioritizing high-impact opportunities and risks
- CRM proficiency (Salesforce or HubSpot) plus strong Excel/Sheets analysis
- Ability to navigate complex procurement processes and lead commercial discussions
- Openness to learning GitLab's platform — transferable skills from renewals, account management, sales, or customer success are welcomed
Why GitLab
All-remote, handbook-first culture with 50M+ users. Quota-carrying role with incentive pay targeted up to 100% of base salary, plus equity, ESPP, flexible PTO, growth fund, and parental leave. GitLab explicitly welcomes candidates with varied backgrounds — if you're excited about the role, apply even if you don't meet every requirement.
If you love the craft of the renewal — building trust, spotting risk early, and finding expansion where others see a signature — this role puts you at the center of predictable, sustainable growth.
🚀 Ready to Apply?
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