Renewals Manager - Australia

ABOUT THE ROLE As a Renewals Manager at GitLab, you will be responsible for owning the end-to-end renewal lifecycle for a defined portfolio of ANZ customers. This involves protecting and growing recurring revenue while ensuring a smooth, transparent experience for customers at every contract touchpoint. WHAT YOU'LL DO In this role, you will engage customers well ahead of renewal, lead pricing and commercial discussions, negotiate renewal paths, and proactively address risk to ensure customers can continue to rely on GitLab without disruption. You will work closely with Account Executives, Customer Success, Solutions Architects, Finance, Legal, and Product to forecast outcomes, reduce churn, and uncover expansion opportunities. You will also help customers navigate the transition from seat-based licensing to GitLab's consumption-based Flex pricing model, including usage discussions, scenario modeling, and renewal structures that align to how customers plan to consume the platform. Key responsibilities include: * Owning the end-to-end renewal lifecycle for an assigned ANZ portfolio * Developing and executing account-level renewal strategies to protect recurring revenue and reduce churn * Leading commercial and contractual renewal discussions with customer stakeholders * Building strong working relationships with ANZ customer stakeholders and internal account teams * Monitoring customer health and identifying risk early to coordinate practical mitigation plans * Maintaining accurate renewal pipeline, forecasting, and activity tracking in Salesforce and related systems * Partnering with Sales, Customer Success, Finance, Legal, and Product to remove blockers and ensure smooth commercial execution * Identifying and qualifying upsell, cross-sell, and expansion opportunities in partnership with the account team WHAT YOU'LL NEED To succeed in this role, you will need: * Experience owning or materially contributing to end-to-end SaaS or subscription renewals, including forecasting, negotiation, and closing activities * Ability to lead customer-facing commercial discussions with confidence, including pricing, procurement, contract timing, and renewal structuring * Strong forecasting discipline and comfort using CRM platforms such as Salesforce, along with spreadsheets and data analysis to support decision-making * Strength in identifying churn and contraction risk early and coordinating mitigation with cross-functional stakeholders * Experience partnering effectively with Sales, Customer Success, Finance, Legal, and other support teams in a fast-moving commercial environment * Skill in managing a portfolio of renewal accounts at scale while prioritizing high-impact opportunities and risks * Clear communication, sound judgment, and the ability to build trust with both customers and internal partners WHY REMOTE As a Renewals Manager at GitLab, you will have the opportunity to work in a dynamic and fast-paced environment with a team that values innovation, collaboration, and continuous learning. You will be based in Australia and will have the flexibility to work remotely while being part of a global team. BENEFITS GitLab offers a competitive salary and a range of benefits, including: * A comprehensive salary package * Opportunities for professional growth and development * A dynamic and supportive work environment * Flexible working arrangements * Access to the latest technology and tools * A collaborative and inclusive team culture