GitLab - Renewals Manager EMEA
Requirements
• 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. • The ability to travel for events such as trainings, team offsites, customer meetings, etc. • The Renewals team focuses on protecting and growing GitLab's recurring revenue by managing the full contract lifecycle for our subscription customers. As a Renewal Manager, you'll be part of a quota-carrying team that works closely with Sales, Customer Success, Finance, and Legal to ensure timely, accurate renewals and strong customer retention across regions in an all-remote, asynchronous environment. The team is responsible for forecasting renewal outcomes, identifying and addressing churn risk, and uncovering opportunities to expand GitLab adoption, while continuously improving processes and best practices that support predictable, sustainable growth. • How GitLab will support you • 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 • Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. • How GitLab Supports Full-Time Employees • Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. • Country Hiring Guidelines:
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.
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