Manager, Renewals EMEA

An overview of this role

As the Manager, Renewals, you will lead a team that protects and grows GitLab’s recurring revenue by owning all contract renewals and upgrades. You’ll manage weekly activities and pipelines, review forecasts and business outcomes with Renewal Managers and sales leaders, and run win and loss reviews so the team can continuously improve how we retain and expand customers. Reporting to the Senior Director of Global Renewals, you’ll collaborate closely with regional Sales and Customer Success leaders, hire and develop Renewal Managers, and contribute to the design and execution of Renewals playbooks so the team can work in a consistent, scalable way across the business.

What you’ll do

• Lead a team of Renewal Managers to drive consistent, healthy weekly renewal activities and pipeline coverage.
• Review weekly forecasts and business outcomes with Renewal Managers and Sales leaders, including detailed win/loss analysis to refine strategy and execution.
• Own the renewals motion for all contracts and upgrades within your region or segment, ensuring timely, accurate execution and a positive customer experience.
• Collaborate closely with regional Sales and Customer Success leaders to align on account strategies, risk mitigation, and expansion opportunities.
• Hire, onboard, coach, and develop Renewal Managers, providing clear expectations, feedback, and ongoing support for performance and career growth.
• Contribute to the design, iteration, and execution of Renewals Manager playbooks, processes, and best practices based on data and frontline feedback.
• Use data and reporting to identify trends, gaps, and opportunities in renewals performance, and drive continuous improvement across the team’s workflows.

What you’ll bring

• Experience leading a renewals or sales team, including setting priorities, managing pipelines, and reviewing performance and outcomes.
• Background in renewals or sales management with responsibility for contract renewals, upgrades, and commercial discussions with customers.
• Demonstrated ability to coach, develop, and hire team members, with a focus on building consistent and effective renewal practices.
• Skill in analyzing forecast, win/loss, and activity data to iterate on strategy and improve renewal processes and results.
• Experience collaborating with regional Sales and Customer Success leaders to align on customer strategy and execution.
• Ability to contribute to the design, documentation, and continuous improvement of playbooks, processes, and tooling for renewals.
• Strong communication, organization, and stakeholder management skills in a distributed, asynchronous environment.
• Openness to diverse backgrounds and transferable skills, with a focus on continuous improvement and learning.

About the team

The Renewals team is responsible for managing contract renewals and upgrades across GitLab’s customer base, partnering closely with regional Sales and Customer Success leaders to support healthy recurring revenue and long-term customer relationships. As Manager, Renewals, you’ll report to the Senior Director of Global Renewals and lead a team of Renewals Managers, guiding our weekly activities, coaching our development, and helping shape and execute renewals playbooks in an all-remote, asynchronous environment. We focus on accurate forecasting, consistent win/loss analysis, and continuous improvement of our renewals strategy so GitLab customers can continue realizing value from our platform while we maintain a predictable and scalable renewals motion.

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