Senior Manager, Renewals APAC

Job description

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.

The Global Renewals Team owns one of the most critical moments in the entire customer journey—that pivotal point where customers evaluate whether to continue their partnership with us.

This team specialises in customer retention, ensuring we continue to deliver exceptional value and business outcomes that drive long-term customer success.
Working in close collaboration with Sales, Channel Partners, Customer Success, and Sales Operations, the Renewals team goes beyond transaction management—they create seamless customer experiences and build lasting relationships that make renewal decisions clear and confident.

Through proactive lifecycle management, this team delivers predictable, efficient renewals that contribute directly to sustainable business growth.

What you'll do;

Team Leadership & Development

• Hire, coach, and develop a high-performing team of 3 Renewal Managers
• Foster a culture of innovation, experimentation, and continuous improvement
• Drive team enablement programs and professional development initiatives
• Conduct regular 1:1s and performance reviews to ensure team success

Renewals Operations

• Own all renewals and upgrade opportunities across the APAC region
• Manage team activities and ensure healthy pipeline coverage
• Review weekly forecasts and business outcomes with team members and sales managers
• Conduct win/loss analysis to iterate and improve renewal strategies
• Maintain rigorous data quality standards for all renewal opportunities

Strategic Collaboration

• Partner closely with APAC Sales and Customer Success leadership to drive retention and expansion
• Collaborate with channel partners to ensure seamless renewal execution
• Contribute to global renewals strategies, programs, and playbooks
• Design and implement region-specific renewal playbooks tailored to APAC market dynamics

Performance & Predictability

• Drive strategies and initiatives to improve renewal predictability, retention rates, and expansion
• Deliver efficient and proactive management of the customer lifecycle
• Establish and track key metrics (renewal rate, churn, expansion, forecast accuracy)
• Provide regular reporting on team performance and regional trends

Preferred Qualifications;

• Proven people management experience, preferably leading renewals or customer-facing teams
• Proven track record of driving predictable retention and expansion in a SaaS environment
• Experience working in the APAC region with understanding of regional market dynamics
• Background in B2B SaaS or technology companies
• Experience with Salesforce or similar CRM platforms
• Familiarity with customer success methodologies and frameworks
• Track record of implementing process improvements and driving operational efficiency
• Experience working in a high-growth, fast-paced environment

What Success Looks Likel;

• Achieving or exceeding regional renewal rate targets (gross and net retention)
• Building and maintaining a high-performing, engaged team
• Delivering accurate and predictable quarterly forecasts
• Driving continuous improvement in renewal processes and customer experience
• Strong cross-functional partnerships and stakeholder satisfaction

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

Hiring process

• Recruiter Screen
• Hiring Manager Screen
• Regional Peer interview
• HR BP Interview
• Regional VP Interview

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.

Required Skill Profession

Other General