Renewals Manager
WFA Digital Insight
The demand for skilled Renewals Managers has surged 25% in the past year, driven by the shift to recurring revenue models in the software industry. With over 50 million registered users, Gitlab is a leader in DevSecOps, and this role offers a unique chance to contribute to the company's long-term growth. As the market continues to evolve, professionals with expertise in HubSpot, Salesforce, and contract negotiation are in high demand. Before applying, candidates should be prepared to showcase their ability to drive revenue growth, build strong customer relationships, and navigate complex contract discussions.
Job Description
About the Role
As a Renewals Manager at Gitlab, you will own the end-to-end renewal lifecycle for a defined portfolio of customers, protecting and growing recurring revenue while ensuring a seamless experience. This role is critical to Gitlab's success, as it directly impacts the company's ability to retain customers and drive long-term growth. You will be part of a high-performing team that values innovation, collaboration, and continuous learning.The Renewals team at Gitlab is responsible for managing customer contracts, identifying expansion opportunities, and negotiating renewals. As a key member of this team, you will work closely with Sales, Customer Success, Finance, Legal, and Product to forecast outcomes, reduce churn, and uncover new business opportunities. Your expertise in HubSpot, Salesforce, and contract negotiation will be essential in driving revenue growth and building strong relationships with customers.
Gitlab's commitment to innovation and customer satisfaction is reflected in its products and work culture. The company's intelligent orchestration platform for DevSecOps enables organizations to increase developer productivity, improve operational efficiency, and reduce security and compliance risk. As a Renewals Manager, you will be an integral part of this mission, working with customers to understand their needs and deliver solutions that meet their expectations.
What You Will Do
- Own the end-to-end renewal lifecycle for an assigned portfolio of customer contracts, from early engagement through signed agreement.
- Develop and execute account-level renewal strategies that protect recurring revenue and reduce customer churn.
- Prepare renewal proposals, pricing quotes, and contract documentation in line with customer needs and internal guidelines.
- Lead commercial and contractual negotiations with customer stakeholders, managing pricing discussions, terms, and timelines.
- Identify and qualify opportunities to expand footprint through upsell and cross-sell in partnership with Sales and Customer Success.
- Monitor customer health, usage, and satisfaction signals to surface at-risk renewals early and drive mitigation plans.
- Maintain accurate renewal pipeline, forecasts, and activity tracking in CRM and related systems to enable clear reporting and planning.
- Collaborate with Sales, Customer Success, Finance, Legal, and Product teams to remove obstacles, align on strategies, and drive business outcomes.
What We Are Looking For
- 3+ years of experience in renewals, sales, or customer success, preferably in the software industry.
- Proven track record of driving revenue growth, retaining customers, and negotiating complex contracts.
- Strong expertise in HubSpot, Salesforce, and contract negotiation.
- Excellent communication, interpersonal, and negotiation skills.
- Ability to work in a fast-paced environment, prioritize tasks, and meet deadlines.
- Strong analytical and problem-solving skills, with the ability to analyze data and make informed decisions.
- Experience with Adjust, Excel, and Google Sheets is a plus.
Nice to Have
- Experience with AI-powered tooling and automation.
- Knowledge of DevSecOps and the software development lifecycle.
- Certification in sales, customer success, or a related field.
- Experience working in a remote or distributed team environment.
Benefits and Perks
- Competitive salary and benefits package.
- Opportunity to work with a leading DevSecOps platform and contribute to its growth and success.
- Collaborative and dynamic work environment with a team of professionals who value innovation and customer satisfaction.
- Flexible working hours and remote work options.
- Professional development opportunities, including training and certification programs.
- Access to the latest tools and technologies, including AI-powered tooling and automation.
How to Stand Out
- Tip: Highlight your experience with HubSpot, Salesforce, and contract negotiation in your resume and cover letter.
- Tip: Be prepared to provide specific examples of how you have driven revenue growth and retained customers in previous roles.
- Tip: Show your ability to work in a fast-paced environment and prioritize tasks effectively.
- Tip: Demonstrate your knowledge of DevSecOps and the software development lifecycle, even if it's not directly related to your experience.
- Tip: Prepare to talk about your experience with AI-powered tooling and automation, and how you can apply it to this role.
- Tip: Research Gitlab's products and services, and be prepared to ask informed questions during the interview process.
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