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GitLab · 23 hours ago

Account Manager (Renewals)

United States

Contract

Remote

Mid Level

$104K/yr - $185K/yr

GitLab is an open-core software company that develops a comprehensive AI-powered DevSecOps Platform. The Account Manager will manage the first-year relationship with new customers, focusing on activation, engagement, and driving adoption to ensure a smooth path to renewal.

Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS

Comp. & Benefits

Responsibilities

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

Qualification

Customer Success ManagementAccount ManagementB2B SaaS ExperienceRevenue ForecastingContract NegotiationMetrics-driven EnvironmentInterest in DevOpsCross-functional CollaborationOrganizational SkillsCommunication Skills