Manager, Renewals

An overview of this role

Reports to: Director, Renewals

This is a first-line people-management role focused on the day-to-day execution and coaching of individual contributors — typically early-career to mid-level Renewals Managers and Associates — rather than long-range strategic decision-making. The Manager, Renewals implements functional plans into tactical processes, makes routine operational decisions for their team, and relies primarily on their own experience to guide direct reports' task execution and career growth. Their sphere of influence is largely limited to their direct reports and primary stakeholders, and they escalate cleanly to more senior leaders when decisions or progress are blocked.

What You’ll Do  

• Manage the day-to-day work of a team of individual-contributor Renewals Managers/Associates, most of whom are at early-career to mid-level stages.
• Implement functional renewals plans and strategy into tactical, day-to-day processes for a book of business.
• Maintain accurate visibility into team renewals performance in the CRM/renewals system for forecasting and reporting.
• Deliver precise forecasting for their renewal segment alongside Field Sales Leadership and the Geo Director, incorporating projections for churn and growth opportunities.
• Partner with Sales, Customer Success, and Finance to keep renewals and expansion opportunities moving, escalating unusual or high-risk situations appropriately.
• Solve renewal and team problems of moderate complexity by following GitLab's processes and policies and selecting the relevant solution.
• Demonstrate and coach business acumen — pricing, contract terms, whitespace, and expansion motion — to team members.
• Make routine operational decisions covering the team's day-to-day renewals operations, typically of lower complexity and risk, and escalate cleanly to appropriate levels when decisions or progress are blocked.
• Provide prioritization guidance to team members, helping them balance what is urgent and important to deliver quality key results and protect revenue and retention.
• Maintain and reinforce a clear renewal strategy for the team, ensuring alignment with broader Division and Company-wide priorities.
• Establish goals and tasks, set performance expectations, drive accountability, monitor progress, and ensure timely, relevant information is cascade