Renewals Manager, Public Sector - Washington, DC

GitLab

7d•Remote

About The Position

This position is 100% remote, and will be based in the Washington DC metro area. As a Renewal Manager, you will help GitLab retain and grow a complex book of US Public Sector accounts across Federal, State and Local, and Education customers. This role sits at the intersection of customer success and sales, where you will own the renewal process from early outreach through booking, reduce renewal risk before it becomes urgent, and identify opportunities for expansion, services, and training that deepen customer value. You will work closely with Account Executives, Customer Success Managers, and distributor and channel partners to deliver accurate, on-time renewals in a fast-moving remote environment. This is a strong fit if you enjoy managing a high volume of work with precision, working effectively in a remote environment, and helping customers navigate complex procurement and compliance requirements. In your first year, you will build trust across your book of business, bring discipline to pipeline and forecasting, and create consistent renewal motions that support retention, expansion, and long-term adoption of GitLab in the public sector.

Requirements

Experience owning renewals, account management, or customer success motions for complex software as a service (SaaS) accounts in a customer-facing business-to-business environment.
Experience working through a distributor or channel partner ecosystem and managing the commercial and relationship complexity that comes with partner-led transactions.
Familiarity with the US Public Sector, including Federal, State, Local, or Education buying processes, contracting vehicles, and compliance-related requirements.
Excellent organizational skills with the ability to manage many concurrent opportunities, stakeholders, and deadlines while maintaining accuracy.
Proficiency using Salesforce or a similar customer relationship management platform for pipeline management, forecasting, and activity tracking.
Working knowledge of contract renewal processes and tools such as configure, price, quote tools, subscription management systems, or billing platforms.
Communication skills that support clear written and verbal updates for customers, partners, and internal stakeholders, including executive audiences.
A self-directed and team-oriented approach, with the ability to work effectively in a fully remote, asynchronous environment; candidates with transferable experience from adjacent customer-facing roles are encouraged to apply.

Responsibilities

Own the full renewal cycle for a high-volume portfolio of US Public Sector accounts, from early engagement through quoting, negotiation, procurement, and booking.
Manage renewal quotes, order forms, and amendments in line with GitLab policies and public sector procurement requirements, including Federal Risk and Authorization Management Program (FedRAMP) considerations and relevant contracting vehicles.
Maintain accurate pipeline and forecast data in Salesforce, including stages, close dates, amounts, and risk status.
Assess adoption signals, usage trends, and customer context to identify renewal risk early and prioritize the right follow-up actions.
Build and track risk mitigation plans with account teams and customer success partners, with clear owners, timelines, and next steps.
Coordinate customer check-ins focused on realized value, deployment health, and upcoming renewal milestones.
Identify opportunities for expansion, cross-sell, professional services, training, and consolidation within your book of business.
Work cross-functionally with Account Executives, Customer Success Managers, Solution Architects, Professional Services, distributors, and channel partners to move renewals and growth opportunities forward efficiently.