Renewals Manager - West

ABOUT THE ROLE As a Renewals Manager, you will be responsible for owning the end-to-end renewal lifecycle for a defined portfolio of GitLab customers. This role requires protecting and growing recurring revenue while ensuring a smooth, transparent experience at every contract touchpoint. You will engage customers well ahead of renewal, lead pricing and commercial discussions, negotiate complex agreements, and proactively address risk to ensure customers can continue to rely on GitLab's DevSecOps platform without disruption. WHAT YOU'LL DO As a Renewals Manager, you will own the end-to-end renewal lifecycle for an assigned portfolio of customer contracts, from early engagement through signed agreement. Your key responsibilities will include: * Developing and executing account-level renewal strategies that protect recurring revenue and reduce customer churn * Preparing renewal proposals, pricing quotes, and contract documentation in line with customer needs and internal guidelines * Leading commercial and contractual negotiations with customer stakeholders, managing pricing discussions, terms, and timelines * Identifying and qualifying opportunities to expand footprint through upsell and cross-sell in partnership with Sales and Customer Success * Monitoring customer health, usage, and satisfaction signals to surface at-risk renewals early and drive mitigation plans * Maintaining accurate renewal pipeline, forecasts, and activity tracking in CRM and related systems to enable clear reporting and planning * Collaborating with Sales, Customer Success, Finance, Legal, and Product teams to remove obstacles, align on strategy, and ensure timely, smooth renewals WHAT YOU'LL NEED To succeed in this role, you will need: * Experience owning an end-to-end renewal motion for subscription or SaaS contracts, including forecasting, negotiation, and closing * Background in B2B subscription-based businesses with a track record of meeting or exceeding renewal and retention goals * Skill in managing a portfolio of renewal accounts at scale while prioritizing high-impact opportunities and risks * Proficiency working with CRM platforms such as Salesforce or HubSpot, along with strong Excel or Google Sheets skills for analysis and reporting * Ability to build productive relationships with customer stakeholders, navigate complex procurement processes, and lead commercial discussions * Experience partnering with Sales, Customer Success, Finance, and Legal to structure renewals, address adoption gaps, and manage contract terms * Strength in identifying renewal risks early, using customer health and usage data, and developing practical mitigation plans * Openness to learning GitLab's platform and processes, with transferable skills welcomed from renewals, account management, sales, or customer success roles WHY REMOTE As a Renewals Manager, you will be part of a quota-carrying team that works closely with Sales, Customer Success, Finance, and Legal to ensure timely, accurate renewals and strong customer retention across regions in an all-remote, asynchronous environment. BENEFITS GitLab offers a competitive salary and a comprehensive benefits package, including: * Health plan * Parental leave * Education stipend * Life insurance * Equipment stipend * Flexible schedule * Opportunities for professional growth and development