Account Manager – Renewals
GitLab
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $103,600 - $185,000 per year
About the role
- 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.
Requirements
- 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.
Benefits
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
customer success managementaccount managementB2B SaaSrevenue forecastingcontract negotiationproduct adoptionmetrics-driven environmentkey performance indicators
Soft skills
relationship buildingprioritizationorganizational skillsbusiness acumeneffective communicationcross-functional collaborationresource coordination