Renewals Manager

This is a fully remote position, open to applicants in Australia.

📋 Description

• Take ownership of the complete renewal lifecycle for a designated ANZ portfolio, from initial engagement to signed contracts and booked renewals.

• Formulate and implement account-specific renewal strategies aimed at safeguarding recurring revenue, minimizing churn, and enhancing forecasting accuracy.

• Facilitate commercial and contractual renewal negotiations with customer stakeholders, encompassing pricing, terms, timing, procurement coordination, and relevant partner or reseller considerations.

• Cultivate robust working relationships with ANZ customer stakeholders and internal account teams to encourage timely decision-making and achieve high-quality renewal results.

• Track customer health, usage, support history, and business context to detect risks early and collaborate on effective mitigation strategies.

• Ensure precise management of the renewal pipeline, forecasting, documentation, next steps, and activity tracking in Salesforce and related systems.

• Collaborate with Sales, Customer Success, Finance, Legal, and Product teams to eliminate obstacles, align strategies, and guarantee seamless commercial execution.

• Discover and assess upsell, cross-sell, and expansion opportunities in conjunction with the account team, while maintaining a primary focus on retention.

• Assist customers with Flex and other consumption-based renewal decisions, guiding them in understanding usage patterns and commercial options prior to renewal.

• Leverage AI-driven tools and structured workflows to identify renewal risks earlier, enhance preparation, and expedite crucial commercial activities.

⛳️ Requirements

• Proven experience in managing or significantly contributing to end-to-end SaaS or subscription renewals, including forecasting, negotiation, and closing processes.

• Capability to confidently lead customer-facing commercial discussions, covering pricing, procurement, contract timing, and renewal structuring.

• Strong forecasting discipline and familiarity with CRM platforms like Salesforce, as well as proficiency in spreadsheets and data analysis to inform decision-making.

• Expertise in early identification of churn and contraction risks, coupled with the ability to coordinate mitigation strategies with cross-functional stakeholders.

• Experience in effectively partnering with Sales, Customer Success, Finance, Legal, and other support teams in a dynamic commercial setting.

• Proficiency in managing a large portfolio of renewal accounts while emphasizing high-impact opportunities and risks.

• Excellent communication skills, sound judgment, and the ability to establish trust with both customers and internal partners.

• Familiarity with renewals involving partners or resellers is highly valued.

• Willingness to learn GitLab’s platform, processes, and evolving commercial strategies, with relevant experience from renewals, account management, sales, or customer success roles appreciated.

• Must reside in Australia and possess full working rights in the country.

🏝️ Benefits

• Comprehensive benefits to support your health, financial needs, and overall well-being.

• Flexible Paid Time Off.

• Access to Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.