Manager, Renewals

Job description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role Reports to: Director, Renewals This is a first-line people-management role focused on the day-to-day execution and coaching of individual contributors — typically early-career to mid-level Renewals Managers and Associates — rather than long-range strategic decision-making. The Manager, Renewals implements functional plans into tactical processes, makes routine operational decisions for their team, and relies primarily on their own experience to guide direct reports' task execution and career growth. Their sphere of influence is largely limited to their direct reports and primary stakeholders, and they escalate cleanly to more senior leaders when decisions or progress are blocked. What You’ll Do Manage the day-to-day work of a team of individual-contributor Renewals Managers/Associates, most of whom are at early-career to mid-level stages. Implement functional renewals plans and strategy into tactical, day-to-day processes for a book of business. Maintain accurate visibility into team renewals performance in the CRM/renewals system for forecasting and reporting. Deliver precise forecasting for their renewal segment alongside Field Sales Leadership and the Geo Director, incorporating projections for churn and growth opportunities. Partner with Sales, Customer Success, and Finance to keep renewals and expansion opportunities moving, escalating unusual or high-risk situations appropriately. Solve renewal and team problems of moderate complexity by following GitLab's processes and policies and selecting the relevant solution. Demonstrate and coach business acumen — pricing, contract terms, whitespace, and expansion motion — to team members. Make routine operational decisions covering the team's day-to-day renewals operations, typically of lower complexity and risk, and escalate cleanly to appropriate levels when decisions or progress are blocked. Provide prioritization guidance to team members, helping them balance what is urgent and important to deliver quality key results and protect revenue and retention. Maintain and reinforce a clear renewal strategy for the team, ensuring alignment with broader Division and Company-wide priorities. Establish goals and tasks, set performance expectations, drive accountability, monitor progress, and ensure timely, relevant information is cascaded to the team. Enable the capacity and efficiency of team members by removing blockers and streamlining day-to-day renewals workflows. Clearly communicate team objectives and how they reflect Division and Company-wide strategy and priorities. Proactively identify and fill talent gaps on the team; care personally for team members and provide candid, real-time feedback and coaching. Recognize and proactively address engagement and retention needs, and foster an environment of open feedback and dialogue within the team. Rely on your own experience to advise direct reports