GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this roleThis position is 100% remote, and will be based in the Washington DC metro area. As a Renewal Manager, you will help GitLab retain and grow a complex book of US Public Sector accounts across Federal, State and Local, and Education customers. This role sits at the intersection of customer success and sales, where you will own the renewal process from early outreach through booking, reduce 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, working 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 retention, expansion, and long-term adoption of GitLab in the public sector. What you’ll do - 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 line with GitLab policies and public sector procurement requirements, including Federal Risk and Authorization Management Program (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 and prioritize the right follow-up actions. - Build and track risk 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 efficiently. What you’ll bring - Experience owning renewals, account management, or customer success motions for complex software as a service (SaaS) accounts in a customer-facing business-to-business environment. - Experience working through a distributor or channel partner ecosystem and managing the commercial and relationship complexity that comes with 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 customer relationship management platform for pipeline management, forecasting, and activity tracking. - Working knowledge of contract renewal processes and tools such as configure, price, quote tools, subscription management systems, or billing platforms. - Communication skills that support clear written and verbal updates 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; candidates with transferable experience from adjacent customer-facing roles are encouraged to apply. About the teamThe 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 to improve teamwork, reduce manual processes, and deliver secure software faster. We partner closely across sales, customer success, services, and the channel ecosystem, and work asynchronously in a remote environment to help 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. 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 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. The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $59,500—$105,000 USD 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 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.

• Drive new business through outbound sales, inbound qualification, and relationship building • Close high-value deals with consumer products and services companies • Collaborate closely with leadership on sales strategy, pricing, and growth experiments • Design and maintain accurate pipeline tracking • Lead initial onboarding alongside the client delivery team to ensure smooth handoff and client success • Represent Howard at industry events, conferences, and strategic meetings • Provide feedback to product, marketing, and operations to continually improve our offering

• Identify new customer and project opportunities that will drive growth for Solstice® sustainable refrigerant solutions in the Food Retail/Service and Cold Chain industries. • Create senior level/C-suite engagement with key food retail/service and cold chain end-users, OEMs, consultants, contractors and installers, and forge strategic partnerships for mutual growth. • Drive customer projects from inception to closure with a sense of urgency; collaborate with Channel, OEM, Technical and Marketing teams to expedite project closure. • Develop a robust opportunity pipeline aligned with our strategic goals, and implement structured account plans for your main customers. • Manage accurately & timely your sales opportunity pipeline in SFDC (salesforce.com) and meet the Sales Excellence metrics. • Contribute to revenue generation in your territory to meet or exceed sales & profitability targets as per our AOP (annual operating plan) and NPI/BTI (New Product Introduction / Breakthrough Initiatives) targets. • Collect and share market and competitor intelligence across the value chain. • Participate in relevant industry associations, trade events and meetings and engage stakeholders in the Food Retail value chain to promote Solstice® sustainable refrigerant solutions. • Educate market stakeholders on regulations which are currently, and potentially in future, impacting their business and their operations.

• Execute targeted outbound prospecting via email, LinkedIn, phone, and events to build a pipeline of qualified fintech, payments, and sponsor banking prospects. • Identify and research prospects aligned with Coastal’s strategic growth goals, including embedded finance and BaaS opportunities. • Manage inbound lead qualification, ensuring timely follow-up and routing to the appropriate internal teams. • Conduct introductory discovery calls to assess strategic fit, business model alignment, regulatory considerations, and partnership potential. • Document key insights and qualification outcomes in CRM, maintaining high-quality data standards. • Partner with Business Development leadership and internal functions (Compliance, Risk, Product, Operations) to align prospect qualification with Coastal’s risk appetite and product capabilities. • Support preparation of materials for partner meetings and internal decision making. • Stay informed on industry trends in payments, fintech, embedded finance, and sponsor banking. • Provide feedback to leadership on emerging markets, competitive activity, and prospective partner strategic priorities. • Represent Coastal at select industry events, meetups, and conferences to broaden awareness and build early relationships. • Cultivate professional relationships across fintech, sponsor banking, and adjacent ecosystems.