Manager, Renewals

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

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 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.

An overview of this role

As a Manager, Renewals at GitLab, you'll lead a high-performing team responsible for driving customer retention and revenue growth across strategic market segments. You'll coach and develop your team to master our forecasting methodology, execute disciplined renewal processes, and deliver predictable business outcomes. Your focus will be on building a culture of accountability, mentoring individual contributors to excel, and partnering closely with sales, customer success, and leadership to ensure seamless renewals that keep our customers thriving on the GitLab platform. This is a unique opportunity to shape how we approach renewals at scale while developing strong leaders within your organization.

Some examples of our projects:

• Refining renewal forecasting processes to achieve greater accuracy and provide the business with predictable visibility into quarterly and annual revenue

• Building automated workflows and touchpoints in Salesforce that enable your team to manage large portfolios efficiently while maintaining personalized customer engagement

What you'll do

• Lead and develop a team of five Renewal Managers focused on AMER (Americas region) accounts, providing coaching and accountability to elevate team performance and drive continuous improvement.

• Establish and maintain a strong team culture by fostering collaboration, setting a high bar for excellence, and creating an environment where team members feel supported and empowered to grow.

• Drive forecasting accuracy and business visibility by ensuring your team understands renewal methodologies and delivers predictable month-over-month and quarter-over-quarter forecasts within a 5% accuracy range.

• Partner closely with cross-functional leaders including Sales AVPs, Regional Directors, Customer Success Managers, and Renewals Operations to align on strategy, identify renewal risks, and execute mitigation plans for at-risk accounts.

• Guide your team in leveraging data and tools such as Salesforce and Gainsight to monitor customer health, adoption trends, and revenue impact, enabling data-driven decision-making and strategic account interventions.

• Lead your team's engagement in forecasting calls, account reviews, and best practice sessions to share learnings, celebrate wins, and collectively drive renewal KPIs including 70%+ retention rates and strong on-time renewal performance.

• Develop product knowledge and business acumen within your team, ensuring they understand GitLab's value proposition, competitive positioning, and how to navigate customer escalations and complex negotiations with confidence.

• Model a customer-centric mindset and empathetic approach, demonstrating how to balance business metrics with genuine concern for customer success and long-term relationship building.

• Leverage tools daily (such as Gainsight, Gong, and Claude) to generate insights and create compelling reports and presentations that tell the story of your team's performance and inform strategic decisions.

What you'll bring

• Proven leadership experience managing and developing high-performing teams with strong coaching and mentoring abilities.

• Deep understanding of renewal forecasting methodologies and ability to translate customer health metrics into accurate business forecasting.

• Experience partnering strategically with sales leadership on renewal strategy, forecast planning, and customer retention initiatives.

• Proficiency with Salesforce, including ability to build reports and create analytics-driven presentations.

• Familiarity with customer success platforms (e.g., Gainsight) and call intelligence tools (e.g., Gong).

• Strong business acumen and ability to navigate complex customer conversations, escalations, and negotiations while maintaining relationships.

• Foundational knowledge of GitLab's product, value proposition, and DevSecOps approach.

• Exceptional communication and presentation skills to articulate strategy and insights to cross-functional partners.

• Customer-centric mindset with empathy and commitment to delivering excellent experiences while achieving business metrics.

• Background in renewals, customer success, or sales operations preferred; candidates with transferable leadership experience in revenue operations are welcome.

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.

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
$83,300—$140,000 USD

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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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.