Account Manager (Renewals) at Gitlab

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. 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. An overview of this role As an Account Manager, you’ll manage the first-year relationship with new GitLab customers and guide them through a critical phase of their journey. You’ll focus on rapid activation and early value realization in the first 90 days, then sustain strategic engagement across the first 12 months to drive adoption, expansion readiness, and a smooth path to renewal. Partnering closely with Account Executives, Customer Success Engineers, Professional Services, and other field teams, you’ll execute our 90×90 success framework, build and qualify expansion pipeline, lead renewal and expansion conversations, and coordinate resources to remove barriers to adoption. Reporting to the Manager or Senior Manager, Renewal Management, your work will directly impact net revenue retention, forecast accuracy, and churn reduction while helping customers unlock the full value of GitLab’s DevSecOps platform. What you’ll do • Serve as the primary relationship owner for new GitLab customers throughout their first 12 months, guiding them from onboarding to growth-ready status. • Support execution of the 90×90 success framework to drive early license utilization, product adoption, and clear value realization in the first 90 days. • Maintain strategic engagement with key stakeholders to understand business goals, uncover new use cases, and identify whitespace for expansion. • Qualify and advance expansion opportunities, building a healthy pipeline and partnering closely with Account Executives to progress and close deals. • Lead commercial conversations for first-year renewals and expansion, including contract negotiations that balance customer needs with GitLab’s business objectives. • Create and manage Success Plans that link GitLab capabilities to customer outcomes and establish a roadmap for account growth and retention. • Coordinate cross-functional resources, including Customer Success Engineers and Professional Services, to remove adoption barriers and accelerate time-to-value. • Develop and maintain accurate revenue forecasts across your book of business, owning monthly and quarterly cadences and proactively flagging at-risk revenue and intervention plans. • Run value touchpoints and business reviews that demonstrate return on investment, reinforce GitLab’s business value, and position accounts for upsell and long-term partnership. What you’ll bring • Experience in customer-facing roles such as customer success management, account management, or similar B2B SaaS positions. • Ability to manage multiple customer accounts at once with strong prioritization and organizational skills. • Proven skill in building trusted advisor relationships and driving product adoption toward measurable business outcomes. • Business and commercial acumen, including positioning solutions, negotiating contracts, and supporting expansion deals. • Experience creating and maintaining revenue forecasts, identifying at-risk revenue, and communicating performance trends. • Effective written and verbal communication skills, with a track record of cross-functional collaboration and resource coordination. • Comfortable working in a metrics-driven environment with clear key performance indicators and accountability. • Interest in GitLab, DevOps, and the software development lifecycle, with openness to learning and applying transferable skills. About the team The Account Manager is part of our Renewal Management organization, where we work closely with Account Executives, Customer Success Engineers, Professional Services, and other field teams to guide customers through their critical first year with GitLab. We focus on predictable activation, strong first-year engagement, and building a healthy expansion pipeline by owning the first 12 months of the customer lifecycle, including the first renewal. Our team collaborates asynchronously across regions, using GitLab and shared playbooks to coordinate handoffs, forecast revenue, and orchestrate the right resources for each account. We are currently focused on scaling the 90×90 success framework, improving forecast accuracy, and reducing churn risk while creating a consistent, value-driven experience for new customers. The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range$103,600—$185,000 USD How GitLab will support you • Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental leave • Home office support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.