Senior Renewal Operations Manager at GitLab

Job Description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role As the Senior Renewal Operations at GitLab, you will own the operational engine behind our renewals motion. Reporting to the Senior Manager of Sales & CX Operations, you will be the person the business turns to on anything that touches renewal timing, renewal forecasting, subscription data, or the mechanics of getting a renewal quoted and closed. You will partner closely with Renewals and Customer Success leadership, Sales, Finance, and Revenue Technology to make the renewal motion predictable, measurable, and efficient at scale. This is a senior individual contributor role. You will lead through depth of ownership and influence rather than through direct reports, setting the standard in your domain and driving work that others across the revenue organization depend on. This is a role for a sharp, curious operator who thrives in ambiguity, connects dots across teams, and moves quickly from problem to solution. You will work in an all-remote, values-driven environment where documentation, iteration, and cross-functional partnership are core to how we work. What you'll do - Own the renewal forecast and the operating cadence around it, including forecast methodology, accuracy tracking, and the reviews that leadership relies on. - Run the operational rhythm of the renewal business - Safeguard the integrity of renewal and subscription data so that retention reporting is trusted across Sales, Customer Success, and Finance. - Define and maintain retention reporting, including gross and net retention, churn and downgrade analysis, and the drivers behind each. - Translate ambiguous business questions from leadership into clear problem statements, then drive them to resolution through process, reporting, or systems changes. - Partner with Revenue Technology and Revenue Analytics to evolve the systems, data, and reporting that carry the renewal motion, writing the requirements and validating what gets built. - Support planning cycles for the renewals organization, including segmentation, coverage models, capacity modeling, and target setting. - Build cross-functional alignment with Sales, Finance, and other Revenue Strategy & Operations teams to operationalize go-to-market changes that affect renewals. - Raise the operating standard in your domain by documenting the process, mentoring others on how the motion works, and contributing to broader Revenue Operations initiatives where the renewals perspective is needed. What you'll bring - 5+ years of experience in Revenue Operations, Sales Operations, Renewals Operations, management consulting, strategy, or a similar analytical and problem-solving role. - Hands-on experience with a subscription renewal motion, including renewal forecasting, retention reporting, and the contractual and process mechanics that govern how renewals close. - Strong critical thinking and structured problem solving. You can break down ambiguous problems into clear workstreams and move them forward. - Strong quantitative and data analysis skills. You are highly proficient in Excel or Sheets and comfortable building a model from scratch and validating your own numbers. SQL is a plus. - Systems thinking. You understand how a change in one part of the go-to-market motion ripples through to others, including how the CRM, subscription or entitlement records, quoting, and billing relate to one another, and you design solutions accordingly. - Fluency in the sales process and the customer journey, with a clear view of where renewals sit within it. - Bias toward execution. You move from analysis to action quickly a

Requirements

What You’ll Bring

- Extensive experience in the renewals sales end to end processes, customer success, revenue operations, and strategy and analytics roles where you have supported go-to-market teams.

- Background driving strategic projects that improved renewal, retention, and expansion outcomes in a recurring revenue or SaaS environment.

- Proficiency in SaaS, Self-Managed and Consumption renewal forecasting, pipeline analysis, and business analytics, including translating data into clear business recommendations.

- Advanced Salesforce skills, including building complex reports, dashboards, custom report types, and calculated fields.

- Hands-on experience with business intelligence tools such as Tableau, Sisense, Snowflake, Looker, or similar platforms as well as AI Tools such as Glean & Claude

- Strong quantitative analysis skills using SQL and Excel or Google Sheets for data modeling, trend analysis, and performance tracking.

- Effective communication skills with the ability to present complex analysis to senior leadership in a clear, actionable way.

- Ability to influence without direct authority, manage cross-functional projects.

Responsibilities

- Analyze weekly, monthly, and quarterly renewal pipelines across direct and channel motions to surface trends, gaps, and opportunities.

- Drive the global renewal forecasting process, improving accuracy by integrating customer health insights and predictive analytics.

- Develop, refine, and maintain renewal health scoring models that highlight early risk indicators and inform intervention strategies.

- Translate churn attribution, expansion patterns, and renewal performance data into clear insights and action plans for Customer Success and Renewals leadership.

- Identify, design, and implement process improvements and automation that enhance data quality, reduce manual effort, and increase operational efficiency.

- Partner with Revenue Operations, Sales Operations, IT, and CX teams to improve systems, data flows, and reporting that support scalable renewals motions.

- Create and deliver regular business reviews, dashboards, and presentations that clearly communicate renewal performance and recommendations to senior stakeholders.

- Champion a data-driven culture within the Renewals organization by sharing best practices, setting analytical standards, and supporting adoption of new tools and workflows.

Senior Renewal Operations Manager

Job Description

Requirements

Responsibilities

Skills Required

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