Associate Renewals Manager

Summary

GitLab is an intelligent orchestration platform for DevSecOps that helps organizations improve developer productivity, operational efficiency, security, compliance, and digital transformation. The Associate Renewals Manager is an individual-contributor role responsible for managing customer renewals, conducting consultative customer conversations, identifying expansion opportunities, preparing renewal documentation, and collaborating with Sales, Customer Success, and Finance to drive timely closures and customer retention.

Responsibilities

• Manage an assigned portfolio of customer renewals tracking key dates and driving them to on-time closure
• Have real, consultative conversations with customers throughout the renewal cycle to understand how they're actually using the product and where they're headed next
• Identify and surface expansion opportunities — additional seats, tiers, or modules — that come out of those conversations
• Probe for new use cases and unmet needs within existing accounts, connecting what customers describe to relevant GitLab capabilities they aren't yet using
• Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule, structuring them to reflect any expansion identified
• Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule
• Analyze moderately complex renewal situations (usage trends, contract terms, pricing) by reviewing existing account factors, escalating anything unusual to a senior team member or manager and helping to mitigate any risk identified
• Explain moderately complex renewal terms and issues to customers and internal stakeholders, working to build alignment
• Collaborate with Sales, Customer Success, and Finance to help identify expansion opportunities, resolve blockers and keep renewals moving
• Communicate proactively and transparently with customers and internal stakeholders, adapting to GitLab's communication framework
• Maintain accurate, up-to-date records in the CRM/renewals system for forecasting and reporting
• Prioritize tasks with guidance from more senior team members to drive quality, timely results
• Contribute to team goals by working collaboratively with peer RM’s

Skills

• Can execute basic renewal processes independently ("basic knots") and has been introduced to more advanced scenarios ("complex knots") such as multi-year deals, upsell-attached renewals, or non-standard terms
• Developing understanding of GitLab's way of working, values, and high-performance culture
• Awareness of GitLab's remote work best practices
• Growth mindset and sense of ownership — proactively seeks out ways to learn and improve, and takes action rather than waiting for direction
• Strong attention to detail and organizational skills; comfortable managing many renewals at once
• Clear written and verbal communication skills
• Ability to follow defined processes and frameworks while flagging exceptions appropriately
• Collaborative mindset and openness to feedback and coaching from senior teammates and manager

Qualifications

Must Haves

• Can execute basic renewal processes independently ("basic knots") and has been introduced to more advanced scenarios ("complex knots") such as multi-year deals, upsell-attached renewals, or non-standard terms
• Developing understanding of GitLab's way of working, values, and high-performance culture
• Awareness of GitLab's remote work best practices
• Growth mindset and sense of ownership — proactively seeks out ways to learn and improve, and takes action rather than waiting for direction
• Strong attention to detail and organizational skills; comfortable managing many renewals at once
• Clear written and verbal communication skills
• Ability to follow defined processes and frameworks while flagging exceptions appropriately
• Collaborative mindset and openness to feedback and coaching from senior teammates and manager

Benefits

• 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
• Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary