Renewals Manager, Public Sector
WFA Digital Insight
The demand for skilled professionals in public sector account management has grown significantly, with a 25% increase in job postings over the past year. As companies like Gitlab continue to expand their presence in the public sector, the need for experts who can navigate complex procurement and compliance requirements is on the rise. With its strong track record of innovation and customer success, Gitlab stands out as a company that offers a unique opportunity for professionals to make a meaningful impact. Before applying, candidates should be prepared to showcase their expertise in managing high-volume portfolios, mitigating renewal risk, and identifying opportunities for growth.
Job Description
About the Role
The Renewals Manager, Public Sector, plays a critical role in retaining and growing a complex book of US public sector accounts across federal, state, and local, and education customers. This position sits at the intersection of customer success and sales, requiring a unique blend of skills and expertise. As a key member of the team, the Renewals Manager will own the renewal process from early outreach through booking, mitigating renewal risk, and identifying opportunities for expansion, services, and training that deepen customer value.The Renewals Manager will work closely with Account Executives, Customer Success Managers, and distributor and channel partners to deliver accurate, on-time renewals in a fast-moving remote environment. This role is ideal for professionals who enjoy managing a high volume of work with precision, operating effectively in a remote environment, and helping customers navigate complex procurement and compliance requirements.
In the first year, the Renewals Manager will build trust across their book of business, bring discipline to pipeline and forecasting, and create consistent renewal motions that support customer success, risk mitigation, and long-term adoption of Gitlab in the US public sector.
What You Will Do
- Own the full renewal cycle for a high-volume portfolio of US public sector accounts, from early engagement through quoting, negotiation, procurement, and booking.
- Manage renewal quotes, order forms, and amendments in alignment with Gitlab policies and public sector procurement requirements, including FedRAMP considerations and relevant contracting vehicles.
- Maintain accurate pipeline and forecast data in Salesforce, including stages, close dates, amounts, and risk status.
- Assess adoption signals, usage trends, and customer context to identify renewal risk early and build and track mitigation plans with account teams and customer success partners.
- Coordinate customer check-ins focused on realized value, deployment health, and upcoming renewal milestones.
- Identify opportunities for expansion, services, and training that deepen customer value and drive long-term adoption of Gitlab.
- Collaborate with cross-functional teams to develop and implement strategies for improving customer satisfaction and reducing renewal risk.
- Develop and maintain a deep understanding of customer needs, preferences, and procurement requirements.
- Provide input and recommendations for process improvements and optimization of renewal workflows.
What We Are Looking For
- 3+ years of experience in account management, sales, or customer success, preferably in the public sector or a related field.
- Strong knowledge of Salesforce, Excel, and other sales and customer success tools.
- Proven track record of managing high-volume portfolios and mitigating renewal risk.
- Excellent communication, negotiation, and problem-solving skills.
- Ability to work effectively in a remote environment and collaborate with cross-functional teams.
- Strong understanding of public sector procurement requirements and contracting vehicles.
- Experience with Adjust or similar analytics tools.
- Bachelor's degree in a related field, such as business administration, marketing, or communications.
Nice to Have
- Experience with FedRAMP and other relevant compliance frameworks.
- Knowledge of Gitlab products and services.
- Certification in sales, customer success, or a related field.
- Experience working with distributor and channel partners.
Benefits and Perks
- Competitive salary and benefits package.
- Opportunity to work with a leading company in the tech industry.
- Collaborative and dynamic work environment.
- Professional development and growth opportunities.
- Flexible work arrangements and remote work options.
- Access to cutting-edge tools and technologies.
- Recognition and rewards for outstanding performance.
How to Stand Out
- Develop a strong understanding of public sector procurement requirements and contracting vehicles to stand out in the application process.
- Showcase your ability to manage high-volume portfolios and mitigate renewal risk through specific examples and metrics.
- Highlight your expertise in Salesforce, Excel, and other sales and customer success tools.
- Prepare to discuss your experience working with cross-functional teams and collaborating with distributor and channel partners.
- Be ready to provide examples of how you have identified opportunities for expansion, services, and training that deepen customer value.
- Research Gitlab's products and services to demonstrate your knowledge and interest in the company.
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