Senior Manager, Public Sector Renewals

GitLab

3d•$120,400 - $180,600•Remote

About The Position

As the Senior Manager, PubSec Renewal Team, you'll build a predictable, customer-centered renewal business across complex Federal, State and Local, and Education accounts. You'll lead through Renewal Managers, develop leaders and individual contributors, and strengthen the forecasting and operating discipline that helps public sector customers continue to realize value from GitLab. You'll move between strategy and execution: discussing a multi-million-dollar business with executives, coaching managers through customer and performance situations, inspecting forecast details, and creating clarity for the team. You'll partner with Sales, Customer Success, Solutions Architecture, Finance, Legal, Deal Desk, Product, Operations, and channel partners to drive durable renewals.

Requirements

Experience leading in renewals, customer success, account management, sales, or a related business-to-business software function.
Experience leading renewal managers with a track record of developing talent and improving team performance.
Success driving predictable retention, renewal, expansion, and forecast outcomes across a complex customer portfolio.
Understanding of subscription economics, churn/contraction, mitigation strategies, renewal strategy, commercial negotiation, customer risk, executive engagement, and multi-stakeholder procurement cycles.
Ability to build operating models, playbooks, and processes that scale beyond individual effort.
Use Salesforce, customer-health systems, dashboards, forecasts, and business metrics to make decisions.
Communicate complex topics clearly to executives and cross-functional teams.
Experience supporting US Public Sector customers, including Federal, State and Local, and Education markets, is required.
Familiarity with government procurement, funding cycles, contracting vehicles, compliance requirements, channel and reseller motions, and complex licensing or renewal structures is also preferred.
The ability to travel for events such as trainings, team offsites, customer meetings, etc.

Responsibilities

Lead, coach, and develop Renewal Managers, building a high-accountability, high-trust culture.
Own the PubSec renewal operating rhythm and improve forecast accuracy across retention, contraction, churn, expansion, timing, and confidence.
Run a consistent weekly forecast process from individual contributor updates through PubSec leadership and executive forecast reviews.
Maintain a forward-looking view of material renewal risks, ensuring each has a business reason, mitigation plan, directly responsible individual, timeline, and escalation path.
Lead Public Sector risk reviews and cross-functional action plans, distinguishing churn and contraction from migration, consolidation, timing, procurement, data-quality, and customer-coverage issues.
Improve renewal playbooks, data quality, reporting, systems, automation, and process adoption with Renewals Operations and adjacent operations teams.
Own workforce planning, coverage, territory, role-progression, and leadership plans for the PubSec Renewal Manager team.
Clarify decision rights and handoffs across the customer lifecycle while keeping Renewal Managers accountable for the commercial renewal motion.