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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 the Manager, Renewals, you will lead a team that protects and grows GitLab's recurring revenue by owning all contract renewals and upgrades. You'll manage weekly activities and pipelines, review forecasts and business outcomes with Renewal Managers and sales leaders, and run win and loss reviews so the team can continuously improve how we retain and expand customers. Reporting to the Senior Director of Global Renewals, you'll collaborate closely with regional Sales and Customer Success leaders, hire and develop Renewal Managers, and contribute to the design and execution of Renewals playbooks so the team can work in a consistent, scalable way across the business.
What you'll do
* Lead a team of Renewal Managers to drive consistent, healthy weekly renewal activities and pipeline coverage.
* Review weekly forecasts and business outcomes with Renewal Managers and Sales leaders, including detailed win/loss analysis to refine strategy and execution.
* Own the renewals motion for all contracts and upgrades within your region or segment, ensuring timely, accurate execution and a positive customer experience.
* Collaborate closely with regional Sales and Customer Success leaders to align on account strategies, risk mitigation, and expansion opportunities.
* Hire, onboard, coach, and develop Renewal Managers, providing clear expectations, feedback, and ongoing support for performance and career growth.
* Contribute to the design, iteration, and execution of Renewals Manager playbooks, processes, and best practices based on data and frontline feedback.
* Use data and reporting to identify trends, gaps, and opportunities in renewals performance, and drive continuous improvement across the team's workflows.
What you'll bring
* Experience leading a renewals or sales team, including setting priorities, managing pipelines, and reviewing performance and outcomes.
* Background in renewals or sales management with responsibility for contract renewals, upgrades, and commercial discussions with customers.
* Demonstrated ability to coach, develop, and hire team members, with a focus on building consistent and effective renewal practices.
* Skill in analyzing forecast, win/loss, and activity data to iterate on strategy and improve renewal processes and results.
* Experience collaborating with regional Sales and Customer Success leaders to align on customer strategy and execution.
* Ability to contribute to the design, documentation, and continuous improvement of playbooks, processes, and tooling for renewals.
* Strong communication, organization, and stakeholder management skills in a distributed, asynchronous environment.
* Openness to diverse backgrounds and transferable skills, with a focus on continuous improvement and learning.
About the team
The Renewals team is responsible for managing contract renewals and upgrades across GitLab's customer base, partnering closely with regional Sales and Customer Success leaders to support healthy recurring revenue and long-term customer relationships. As Manager, Renewals, you'll report to the Senior Director of Global Renewals and lead a team of Renewals Managers, guiding our weekly activities, coaching our development, and helping shape and execute renewals playbooks in an all-remote, asynchronous environment. We focus on accurate forecasting, consistent win/loss analysis, and continuous improvement of our renewals strategy so GitLab customers can continue realizing value from our platform while we maintain a predictable and scalable renewals motion.
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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.
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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.