Renewals Manager - Australia

An overview of this role

As a Renewals Manager at GitLab, you’ll own the end-to-end renewal lifecycle for a defined portfolio of ANZ customers, protecting and growing recurring revenue while ensuring a smooth, transparent experience at every contract touchpoint.

You’ll engage customers well ahead of renewal, lead pricing and commercial discussions, negotiate renewal paths, and proactively address risk so customers can continue to rely on GitLab without disruption.

This is a quota-carrying role within the Renewals team, and you’ll work closely with Account Executives, Customer Success, Solutions Architects, Finance, Legal, and Product to forecast outcomes, reduce churn, and uncover expansion opportunities where appropriate.

For ANZ, this role also includes partner-led renewals and reseller coordination where relevant, reflecting GitLab’s renewals rules of engagement for channel opportunities and partner incumbency.

You’ll also help customers navigate the transition from seat-based licensing to GitLab’s consumption-based Flex pricing model, including usage discussions, scenario modeling, and renewal structures that align to how customers plan to consume the platform.

What you’ll do

• Own the end-to-end renewal lifecycle for an assigned ANZ portfolio, from early engagement through signed agreement and booked renewal.
• Develop and execute account-level renewal strategies that protect recurring revenue, reduce churn, and improve forecast accuracy.
• Lead commercial and contractual renewal discussions with customer stakeholders, including pricing, terms, timing, procurement coordination, and partner or reseller considerations where relevant.
• Build strong working relationships with ANZ customer stakeholders and internal account teams to drive timely decisions and high-quality renewal outcomes.
• Monitor customer health, utilization, support history, and business context to identify risk early and coordinate practical mitigation plans.
• Maintain accurate renewal pipeline, forecasting, notes, next steps, and activity tracking in Salesforce and related systems.
• Partner with Sales, Customer Success, Finance, Legal, and Product to remove blockers, align on strategy, and ensure smooth commercial execution.
• Identify and qualify upsell, cross-sell, and expansion opportunities in partnership with the account team, while keeping retention as the primary focus.
• Support customers through Flex and other consumption-related renewal decisions, helping them understand usage patterns and commercial options ahead of renewal.
• Use AI-powered tooling and structured workflows to surface renewal risk earlier, improve preparation, and move faster on the commercial activities that matter most.

What you’ll bring

• Experience owning or materially contributing to end-to-end SaaS or subscription renewals, including forecasting, negotiation, and closing activities.
• Ability to lead customer-facing commercial discussions with confidence, including pricing, procurement, contract timing, and renewal structuring.
• Strong forecasting discipline and comfort using CRM platforms such as Salesforce, along with spreadsheets and data analysis to support decision-making.
• Strength in identifying churn and contraction risk early and coordinating mitigation with cross-functional stakeholders.
• Experience partnering effectively with Sales, Customer Success, Finance, Legal, and other support teams in a fast-moving commercial environment.
• Skill in managing a portfolio of renewal accounts at scale while prioritizing high-impact opportunities and risks.
• Clear communication, sound judgment, and the ability to build trust with both customers and internal partners.
• Familiarity with partner-led or reseller-involved renewals is strongly valued.
• Openness to learning GitLab’s platform, processes, and evolving commercial motions, with transferable experience welcomed from renewals, account management, sales, or customer success roles.
• Must be based in Australia and have full-working rights in Australia

About the team

The Renewals team focuses on protecting and growing GitLab’s recurring revenue by managing the full contract lifecycle for subscription customers.

As a Renewals 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.

Within ANZ, you’ll help customers navigate important commercial moments with clarity and urgency, while contributing to scalable renewal practices that support predictable, sustainable growth.

Originally posted on Himalayas