As a Renewal Manager, you will run a portfolio of enterprise customer accounts, engaging proactively a minimum of 180 days before renewal to secure continued partnerships. You will drive the complete renewal cycle , from forecasting and negotiation to closure , ensuring a flawless customer experience. You will identify and qualify expansion and upsell opportunities during renewal discussions, collaborating with account executives and customer success managers as needed.

Key responsibilities include:

• Running a portfolio of enterprise customer accounts
• Driving the complete renewal cycle
• Identifying and qualifying expansion and upsell opportunities
• Building positive relationships with customer stakeholders
• Communicating renewal status, risk, and forecast updates
• Partnering cross-functionally with sales, legal, operations, and customer success

We are looking for someone with proven success managing enterprise renewals or account portfolios in a SaaS subscription environment. You should have a deep understanding of renewal and retention processes, including forecasting, risk mitigation, and negotiation. Excellent communication and relationship-building skills across technical and executive audiences are essential.

In addition to the skills and experience listed above, we are looking for someone who is passionate about technology, analytics, and open source solutions. Bonus points if you have prior experience in a renewals-specific or enterprise account management role, familiarity with Enterprise Search, Log Analytics, Security, APM, or Cloud solutions, or experience working in a data-driven, cross-functional environment with strong commercial ownership.

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The impact you will have:

• Leadership & Strategy: Build, lead, and develop a team of Renewals Managers across EMEA, define and execute the regional renewals strategy aligned with global GTM priorities, establish scalable processes, playbooks, and operational rigor for renewals, drive a culture of accountability, customer-centricity, and operational excellence.

• Revenue Ownership: Own EMEA Renewals Bookings, Renewal Rate, On-Time Metrics, forecast accuracy, and renewal pipeline health, identify risks early and implement mitigation strategies to reduce churn, partner with Sales and Field Engineering to drive expansions and upsell opportunities at renewal, lead executive-level renewal negotiations for strategic accounts where required.

• Cross-Functional Collaboration: Work closely with Sales on territory and account strategy and forecasting, Deal Desk / Deal Strategy & Pricing / Finance on pricing, terms, and approvals, and Strategy & Operations on forecasting, strategy and field communications and alignment, influence and contribute to global renewals programs.

• Operational Excellence: Lead with an AI-first mindset, drive accurate weekly/monthly forecasting and reporting for EMEA, optimize renewal processes using data, automation, and tooling (SFDC, AI, Automation etc), monitor key KPIs and continuously improve performance across EMEA, ensure compliance with contract terms and renewal policies.

What we look for:

• Extensive experience in SaaS/PaaS and/or Consumption Led businesses, with significant exposure to renewals, sales, or customer success.

• Proven track record of people management and experience leading regional or distributed teams.

• Strong experience in complex, enterprise deal cycles.

• Excellent forecasting and pipeline management skills.

• Ability to influence cross-functional stakeholders at all levels.

• Experience in data, AI, or cloud platforms.

• Familiarity with consumption-based or usage-based pricing models.

• Experience operating in EMEA markets (multi-country, multi-language environments).

• Strong analytical mindset with comfort using data to drive decisions.

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You will own the renewal process from early outreach through booking, mitigate renewal risk before it becomes urgent, and identify opportunities for expansion, services, and training that deepen customer value. You will work closely with Account Executives, Customer Success Managers, and distributor and channel partners to deliver accurate, on-time renewals in a fast-moving remote environment.

This is a strong fit if you enjoy managing a high volume of work with precision, operating effectively in a remote environment, and helping customers navigate complex procurement and compliance requirements.

In your first year, you will build trust across your book of business, bring discipline to pipeline and forecasting, and create consistent renewal motions that support customer success, risk mitigation, and long-term adoption of GitLab in the US public sector.

Responsibilities:

• Own the full renewal cycle for a high-volume portfolio of US Public Sector accounts, from early engagement through quoting, negotiation, procurement, and booking.

• Manage renewal quotes, order forms, and amendments in alignment with GitLab policies and public sector procurement requirements, including FedRAMP considerations and relevant contracting vehicles.

• Maintain accurate pipeline and forecast data in Salesforce, including stages, close dates, amounts, and risk status.

• Assess adoption signals, usage trends, and customer context to identify renewal risk early. Build and track mitigation plans with account teams and customer success partners, with clear owners, timelines, and next steps.

• Coordinate customer check-ins focused on realized value, deployment health, and upcoming renewal milestones.

• Identify opportunities for expansion, cross-sell, professional services, training, and consolidation within your book of business.

• Work cross-functionally with Account Executives, Customer Success Managers, Solution Architects, Professional Services, distributors, and channel partners to move renewals and growth opportunities forward.

Requirements:

• Experience owning renewals, account management, or customer success motions for complex SaaS accounts in a customer-facing B2B environment.

• Experience working through a distributor or channel partner ecosystem, with the ability to manage the commercial and relationship complexity of partner-led transactions.

• Familiarity with the US Public Sector, including Federal, State, Local, or Education buying processes, contracting vehicles, and compliance-related requirements.

• Excellent organizational skills with the ability to manage many concurrent opportunities, stakeholders, and deadlines while maintaining accuracy.

• Proficiency using Salesforce or a similar CRM platform for pipeline management, forecasting, and activity tracking.

• Working knowledge of contract renewal processes and tools such as CPQ tools, subscription management systems, or billing platforms.

• Clear written and verbal communication skills for customers, partners, and internal stakeholders, including executive audiences.

• A self-directed and team-oriented approach, with the ability to work effectively in a fully remote, asynchronous environment.

About the team:

The US Public Sector team enables government and education organizations as they modernize how they build and deliver software. We work with customers navigating complex procurement environments while helping them adopt GitLab as the one DevSecOps platform , improving collaboration, reducing manual processes, and delivering secure software faster.

We partner closely across sales, customer success, services, and the channel ecosystem, operating asynchronously in a remote environment to support public sector missions with consistency and transparency.

A key focus is helping agencies and institutions balance security, compliance, and operational efficiency as they scale digital transformation with GitLab.

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This foundational leadership role will build and lead the Enterprise Marketing Strategy & Analytics function, serving as the operating system for a rapidly scaling marketing organisation. The primary mandate is to define and measure success across all marketing programmes,from demand generation (field events, ABM, EBCs, partner co-marketing) to pipeline contribution,creating a clear line from investment to pipeline to revenue.

Responsibilities

• Define and own the Enterprise Marketing measurement framework, targets, and reporting, covering the full funnel from top-of-funnel demand through pipeline influence and closed-won attribution.
• Build and maintain core analytics infrastructure (data models, attribution logic, dashboards) in partnership with Revenue Operations and Data Science, ensuring marketing and sales alignment on key metrics.
• Serve as one of the primary operating partner to Finance, HR, and Recruiting, leading budget tracking, headcount planning, and vendor management.
• Partner with marketing leadership and the central Marketing Ops & Strategy team on annual and quarterly planning, resource allocation, and performance reviews.
• Establish the operating cadence for Enterprise Marketing (QBRs, pipeline reviews, program retros), coordinating with the central Marketing Ops & Strategy team on organisation-wide rhythms, and drive the preparation needed to make these forums decision-useful.
• Lead the identification of high-leverage workflows to automate, partnering with the central GTM AI team on implementation and measuring productivity gains.
• Build and manage the Marketing Operations, Demand Analytics, and MarTech team, setting a high bar for analytical rigor and business partnership.
• Drive cross-functional alignment on shared definitions, tooling, and a single source of truth for marketing performance across the broader Marketing organisation and with Revenue Operations.
• Conduct strategic analyses to inform key organisational decisions, such as resource deployment, coverage ratios, and campaign capacity planning.

Requirements

• 10+ years in marketing operations, analytics, revenue operations, or strategy roles, including at least 3 years leading a team.
• Experience building or significantly scaling a marketing ops/analytics function at a high-growth B2B technology company undergoing significant organisational expansion.
• Deep fluency in the enterprise demand funnel, including lead scoring, MQL/SQL definitions, pipeline attribution, and campaign influence models.
• Hands-on expertise with the modern GTM data stack (CRM, Marketing Automation, BI tools).
• Proven track record of strategic partnership with Finance and Revenue Operations, including experience building budget models and sitting in planning cycles.
• Expertise in running the core operational rhythm of a marketing organisation: QBRs, headcount tracking, budget pacing, and vendor renewals.
• Strong written and verbal communication, capable of translating complex datasets into clear business narratives.
• Genuine curiosity about AI and a willingness to be an early, hands-on adopter of automation tools in your team’s workflows.

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. Visa sponsorship: We do sponsor visas!

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This role will lead product management across systems that serve our employees, candidates, HR and People Operations, Talent Acquisition, and Legal teams. You will be the connective tissue between People, Legal, IT, Security, and Finance , designing and shipping platforms, workflows, and automations that are delightful, compliant, and highly efficient.

Deliver a unified “hire-to-retire and contract lifecycle” experience that reduces friction and manual work for employees, candidates, managers, HR and People Ops, Talent Acquisition, and Legal stakeholders.

Define and own the product vision and strategy for our People Tech and Legal systems ecosystem, spanning HRIS, ATS, performance and engagement tools, learning platforms, compensation, employee relations tooling, and CLM and Legal platforms.

Lead end-to-end product delivery for People Tech and Legal systems, including discovery, requirements, prioritization, launch, adoption, and continuous improvement, with a strong focus on measurable business outcomes.

Use automation, integrations, and GenAI-driven workflows to transform processes such as recruiting, onboarding, internal mobility, performance cycles, policy and document management, and contract review, approvals, and renewals.

Establish and own clear product metrics (for example SLA adherence, time-to-hire, time-to-onboard, cycle time for contract workflows, data quality, and control health) and run the roadmap to move those metrics in meaningful ways.

Partner with Legal, Compliance, Security, and Finance to embed pragmatic controls into systems and workflows, ensuring People and Legal platforms support SOX, SOC 2, privacy, and regulatory requirements while still enabling high-velocity operations.

Act as the principal product partner for People and Legal leadership, influencing how we scale our operating models, controls, and user experience as the company grows, and setting standards other product areas rely on.

We are looking for a strategic thinker, structured problem solver, fast mover, thoughtful risk taker, and deeply customer-obsessed product leader who can operate at both architecture and execution levels.

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In this role, you will have the opportunity to collaborate with cross-functional teams and learn from experienced professionals across various domains to broaden your skill set and knowledge base. You will spearhead initiatives to propel net-new revenue growth by strategically increasing spending levels on the Brex Card among our current client base.

Responsibilities:

• Spearhead initiatives to propel net-new revenue growth by strategically increasing spending levels on the Brex Card among our current client base
• Proactively identify and cultivate expansion opportunities through targeted outreach efforts
• Champion the cross-selling of our cutting-edge Spend Management software, encompassing Expense Management, Billpay, and Travel solutions, to diversify and enhance our clients financial operations
• Engage with CFOs and finance leaders regularly, serving as a trusted advisor to provide expert consultation on optimizing financial operations through the seamless integration of our innovative solutions
• Formulate and execute strategic plans geared towards enhancing the overall client experience, encompassing improvements in product features and implementation processes

Requirements:

• 3+ years of hands-on experience in Sales roles within B2B SaaS OR Payments companies
• 2+ years of closing experience, preferably in a net-new logo acquisition environment
• 1+ years of outbound prospecting experience
• Strong communication and negotiation skills
• Data-driven mindset and the ability to analyze customer behavior
• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets
• Ability to work in fast-paced, high-velocity environments
• Coachability with an interest in growing your career in sales

Bonus points:

• Familiarity with financial products, credit cards, and business finance
• Familiarity with credit card management, encompassing a deep understanding of limits, rewards, and underwriting
• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and Billpay
• Previous experience in implementing successful upselling and cross-selling strategies
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• A background in handling renewals, ensuring customer retention, and minimizing churn
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.
• Series 7 license

The expected OTE range for this role is $117,600 - $147,000 CAD.

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The successful candidate will be able to manage a significant set of customers and use data and qualitative feedback to decide how best to engage resources to drive desired results. This position follows the Company's hybrid schedule, which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX or Durham, NC.

Key responsibilities include ensuring successful business outcomes for customers, understanding the unique complexity of customers, developing and maintaining relationships with customers, identifying opportunities for Tanium to be further integrated into customer business processes, and performing activities and data management to drive adoption and value against an agreed-upon plan with the customer.

The ideal candidate will be a highly organized self-starter who thrives in a fast-paced environment and is comfortable working in ambiguity. They will be curious, willing to learn from others in their discipline, their customers, and other roles at Tanium, and eager to contribute suggestions and ideas to further customer and Tanium goals.

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The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments.

Responsibilities:

• Reactively support Customer Success and Client Sales teams on paid SaaS sales cycles, taking the lead on complex deals
• Engage with our existing customers, focusing on driving SaaS upsell, which will increase customer stickiness
• Conduct product demonstrations and provide technical expertise to potential customers
• Collaborate with CSEs, CSMs, and Solution Consultants to ensure seamless sales processes and customer experiences
• Develop and execute strategic account plans to achieve and exceed sales targets
• Maintain accurate records of sales activities and customer interactions in CRM systems

Requirements:

• 2+ years of full-cycle B2B software sales experience
• 1+ years of outbound prospecting experience
• Experience leading SaaS product demonstrations
• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets
• Strong understanding of SaaS products and their implementation
• Excellent communication and presentation skills
• Ability to work in fast-paced, high-velocity environments
• Proficiency in CRM software and other sales tools

Bonus points:

• Previous experience in an overlay or channel sales role
• Familiarity with financial products, credit cards, and business finance
• Familiarity with the commercial or mid-market customer segment and high-value sales cycles
• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and AP
• Previous experience in implementing successful upselling and cross-selling strategies
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• A background in handling renewals, ensuring customer retention, and minimizing churn
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

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Requirements:

• Proven experience in a customer-facing role, ideally within renewals, account management, or sales support for a SaaS subscription business.
• Strong understanding of renewal processes and procedures.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and trust with customers.
• A meticulous approach to forecasting and data management, preferably with experience using SFDC.
• Ability to independently manage a high volume of accounts and prioritize tasks effectively.
• A passion for technology and a desire to understand how Elastic's solutions empower businesses.
• Enthusiasm for the Open Source model and an appreciation for the community relying on our solutions.

Bonus Points:

• Prior experience in a renewals-specific role.
• Familiarity with Enterprise Search, Log Analytics, Security, APM, or Cloud solutions.
• Experience in selling within an Open Source model.

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You will partner closely with Field Engineering (FE),who leads technical success,while you lead the commercial motions including renewal execution, usage-to-value alignment, growth pipeline creation, and multi-threaded stakeholder engagement.

This role requires comfort engaging highly technical personas (ML engineers, researchers, PhDs) and operating with autonomy in a rapidly evolving AI ecosystem; it is not a playbook-driven role.

Key responsibilities include:

• Owning renewals, upsells, and cross-sells across your assigned accounts.
• Building and maintaining detailed account plans including account maps, whitespace, usage trends, risks, and growth opportunities.
• Generating growth pipeline by identifying new use cases, teams, and product opportunities within existing accounts.

To be successful in this role, you will need to have a strong, genuine interest in AI/ML and the evolving machine learning ecosystem. You should also have high technical and product curiosity, be comfortable speaking with developers, ML engineers, and researchers, and have proven ability to drive growth motions (upsells, cross-sells) and manage retention in technical accounts.

Preferred qualifications include experience working with ML, MLOps, DevOps, or data infrastructure teams, familiarity with Git, Jupyter, Python, PyTorch, or cloud platforms (AWS, GCP, Azure), and exposure to AI-native companies, model builders, or generative AI workflows.

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Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly.

Brex’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.

Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Sales at Brex

The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.

What you’ll do

As a Mid-Market Client Sales Executive II, you will play an essential role in driving revenue growth by engaging existing Brex customers and cultivating new business opportunities. In this role, you will combine your sales and relationship building skills with a strategic mindset to identify opportunities and execute strategies that recapture and increase card spend. You will have the opportunity to collaborate with cross-functional teams and learn from experienced professionals across various domains to broaden your skill set and knowledge base.

Where You’ll Work

This role will be based in our New York City office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Spearhead initiatives to propel net-new revenue growth by strategically increasing spending levels on the Brex Card among our current client base

• Proactively identify and cultivate expansion opportunities through targeted outreach efforts

• Champion the cross-selling of our cutting-edge Spend Management software, encompassing Expense Management, Billpay, and Travel solutions, to diversify and enhance our clients financial operations

• Engage with CFOs and finance leaders regularly, serving as a trusted advisor to provide expert consultation on optimizing financial operations through the seamless integration of our innovative solutions

• Formulate and execute strategic plans geared towards enhancing the overall client experience, encompassing improvements in product features and implementation processes

Requirements

• 3+ years of hands-on experience in Sales roles within B2B SaaS OR Payments companies

• 2+ years of closing experience, preferably in a net-new logo acquisition environment

• 1+ years of outbound prospecting experience

• Strong communication and negotiation skills

• Data-driven mindset and the ability to analyze customer behavior

• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets

• Ability to work in fast-paced, high-velocity environments

• Coachability with an interest in growing your career in sales

Bonus points

• Familiarity with financial products, credit cards, and business finance

• Familiarity with credit card management, encompassing a deep understanding of limits, rewards, and underwriting

• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and Billpay

• Previous experience in implementing successful upselling and cross-selling strategies

• Keen awareness of the competitive landscape, industry trends, and market dynamics

• A background in handling renewals, ensuring customer retention, and minimizing churn

• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

Series 7 license

The expected OTE range for this role is $132,888 - $166,110.

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Responsibilities:

• Reactively support Customer Success and Client Sales teams on paid SaaS sales cycles, taking the lead on complex deals
• Engage with our existing customers, focusing on driving SaaS upsell, which will increase customer stickiness
• Conduct product demonstrations and provide technical expertise to potential customers
• Collaborate with CSEs, CSMs, and Solution Consultants to ensure seamless sales processes and customer experiences
• Develop and execute strategic account plans to achieve and exceed sales targets
• Maintain accurate records of sales activities and customer interactions in CRM systems

Requirements:

• 2+ years of full-cycle B2B software sales experience
• 1+ years of outbound prospecting experience
• Experience leading SaaS product demonstrations
• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets
• Strong understanding of SaaS products and their implementation
• Excellent communication and presentation skills
• Ability to work in fast-paced, high-velocity environments
• Proficiency in CRM software and other sales tools

Bonus points:

• Previous experience in an overlay or channel sales role
• Familiarity with financial products, credit cards, and business finance
• Familiarity with the commercial or mid-market customer segment and high-value sales cycles
• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and AP
• Previous experience in implementing successful upselling and cross-selling strategies
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• A background in handling renewals, ensuring customer retention, and minimizing churn
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

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You will lead the regional renewals strategy and help build a consistent, scalable approach to renewals that supports customer outcomes and business goals. Working closely with Sales, Customer Success, channel partners, Revenue Operations, and Legal, you will guide the end-to-end renewals motion, improve forecast visibility, and help teams respond early to risk and opportunity.

In this role, you will also contribute to how GitLab evolves its renewals processes, systems, and operating rhythm in a fast-moving environment. This is an opportunity to lead a high-impact function at a company that values transparency, iteration, and results while serving customers across a diverse EMEA market.

Some examples of our projects:

• Building and improving regional renewals programs that increase predictability, support customer retention, and create clear operating processes

• Partnering with Sales, Customer Success, channel partners, Revenue Operations, and Legal to manage complex renewal workflows and improve forecast accuracy

Responsibilities:

• Lead customer retention across EMEA through proactive planning, management, and execution of renewals with customers and internal stakeholders.

• Develop and communicate the regional renewals strategy, helping prioritize team efforts, initiatives, and goals in support of business outcomes.

• Own and drive the renewals process in collaboration with Sales, Customer Success, channel partners, Revenue Operations, and Legal.

• Hire, coach, and support a high-performing renewals team, with a focus on accountability, development, and delivery against key performance indicators.

• Continuously improve renewals processes, policies, and playbooks to increase predictability, efficiency, and customer satisfaction.

• Identify and manage renewal risk and expansion opportunity across the region while maintaining visibility into the renewals forecast.

• Drive improvements in systems, data quality, and automation to support more effective renewals execution and stronger operational insight.

• Negotiate and execute renewal agreements in alignment with customer goals and internal policies while helping the organization meet retention-focused metrics.

Requirements:

• Experience leading renewals, retention, sales, or related customer-facing functions in a SaaS or subscription business.

• Demonstrated ability to deliver against revenue-related goals and operate effectively in a fast-paced, evolving environment.

• Experience developing, leading, and growing teams, with a people-first approach to coaching and performance management.

• Strong ability to work across functions and influence stakeholders with different priorities, including Sales, Customer Success, channel teams, Revenue Operations, and Legal.

• Data-informed decision-making skills, including experience using systems, reporting, and process improvements to increase operational effectiveness.

• Understanding of both direct and channel go-to-market motions and how they affect the renewals lifecycle.

• A values-aligned leadership style with the ability to model collaboration, transparency, and accountability in a remote environment.

• Ability to use GitLab.

About the team:

The Renewals team at GitLab is responsible for helping customers continue their journey with GitLab by managing a renewal process that is clear, timely, and aligned with customer needs. We work across regions and functions to support retention, reduce risk, and create a better customer experience at important moments in the subscription lifecycle.

Our work requires strong coordination, sound judgment, and a steady focus on process quality, forecasting, and partnership. As part of a distributed organization, we operate with a high degree of ownership and asynchronous collaboration while staying closely connected to broader go-to-market priorities across GitLab.

If you enjoy building structure, improving operations, and helping others do their best work, you will thrive with us.

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