Description
As a Renewal Manager, you will help GitLab retain and grow a complex book of US Public Sector accounts across Federal, State and Local, and Education customers. This role sits at the intersection of customer success and sales.
You will own the renewal process from early outreach through booking, mitigate renewal risk before it becomes urgent, and identify opportunities for expansion, services, and training that deepen customer value. You 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 is a strong fit if you 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 your first year, you will build trust across your 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.
Responsibilities:
- 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. Build and track mitigation plans with account teams and customer success partners, with clear owners, timelines, and next steps.
- Coordinate customer check-ins focused on realized value, deployment health, and upcoming renewal milestones.
- Identify opportunities for expansion, cross-sell, professional services, training, and consolidation within your book of business.
- Work cross-functionally with Account Executives, Customer Success Managers, Solution Architects, Professional Services, distributors, and channel partners to move renewals and growth opportunities forward.
Requirements:
- Experience owning renewals, account management, or customer success motions for complex SaaS accounts in a customer-facing B2B environment.
- Experience working through a distributor or channel partner ecosystem, with the ability to manage the commercial and relationship complexity of partner-led transactions.
- Familiarity with the US Public Sector, including Federal, State, Local, or Education buying processes, contracting vehicles, and compliance-related requirements.
- Excellent organizational skills with the ability to manage many concurrent opportunities, stakeholders, and deadlines while maintaining accuracy.
- Proficiency using Salesforce or a similar CRM platform for pipeline management, forecasting, and activity tracking.
- Working knowledge of contract renewal processes and tools such as CPQ tools, subscription management systems, or billing platforms.
- Clear written and verbal communication skills for customers, partners, and internal stakeholders, including executive audiences.
- A self-directed and team-oriented approach, with the ability to work effectively in a fully remote, asynchronous environment.
About the team:
The US Public Sector team enables government and education organizations as they modernize how they build and deliver software. We work with customers navigating complex procurement environments while helping them adopt GitLab as the one DevSecOps platform , improving collaboration, reducing manual processes, and delivering secure software faster.
We partner closely across sales, customer success, services, and the channel ecosystem, operating asynchronously in a remote environment to support public sector missions with consistency and transparency.
A key focus is helping agencies and institutions balance security, compliance, and operational efficiency as they scale digital transformation with GitLab.