Associate Renewals Manager, India
GitLab · Remote, India ·
- Work mode
- Remote
- Employment
- Contract
- Category
- Customer success
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The Associate Renewals Manager owns a book of customer renewals end-to-end, following established playbooks to retain and grow revenue while building the skills to take on more complex accounts over time.
About the Role
Reports to: Manager, Renewals
This is an individual-contributor, tactical role focused on timely, accurate execution rather than strategic decision-making. The Associate Renewals Manager works under the general direction of Senior Renewals Managers and their manager, following specific instructions and frameworks in day-to-day work. Solutions and outputs are reviewed by more senior team members and/or the direct manager.
What You'll Do
- Manage an assigned portfolio of customer renewals tracking key dates and driving them to on-time closure.
- Have real, consultative conversations with customers throughout the renewal cycle to understand how they're actually using the product and where they're headed next.
- Identify and surface expansion opportunities — additional seats, tiers, or modules — that come out of those conversations.
- Probe for new use cases and unmet needs within existing accounts, connecting what customers describe to relevant GitLab capabilities they aren't yet using.
- Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule, structuring them to reflect any expansion identified.
- Prepare and send renewal quotes, order forms, and related documentation accurately and on schedule.
- Analyze moderately complex renewal situations (usage trends, contract terms, pricing) by reviewing existing account factors, escalating anything unusual to a senior team member or manager and helping to mitigate any risk identified.
- Explain moderately complex renewal terms and issues to customers and internal stakeholders, working to build alignment.
- Collaborate with Sales, Customer Success, and Finance to help identify expansion opportunities, resolve blockers and keep renewals moving.
- Communicate proactively and transparently with customers and internal stakeholders, adapting to GitLab's communication framework.
- Maintain accurate, up-to-date records in the CRM/renewals system for forecasting and reporting.
- Prioritize tasks with guidance from more senior team members to drive quality, timely results.
- Contribute to team goals by working collaboratively with peer RM’s.
What You'll Bring
- Can execute basic renewal processes independently ("basic knots") and has been introduced to more advanced scenarios ("complex knots") such as multi-year deals, upsell-attached renewals, or non-standard terms.
- Developing understanding of GitLab's way of working, values, and high-performance culture.
- Awareness of GitLab's remote work best practices.
- Growth mindset and sense of ownership — proactively seeks out ways to learn and improve, and takes action rather than waiting for direction.
- Strong attention to detail and organizational skills; comfortable managing many renewals at once.
- Clear written and verbal communication skills.
- Ability to follow defined processes and frameworks while flagging exceptions appropriately.
- Collaborative mindset and openness to feedback and coaching from senior teammates and manager.
- Full working rights in India, based in India
- Able to work ANZ & Asia timezones
How GitLab Supports Full-Time Employees
- 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
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.
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