Senior Manager, Renewals

Accountabilities

• Build and lead the global renewals organization across Commercial, Enterprise, and Public Sector segments, hiring and developing team leads and Renewal Managers as the function expands.

• Establish clear books of business, role ownership, performance expectations, and goals for the renewals team.

• Own the global renewal forecast and gross retention targets, acting as the executive escalation point for high-value and at-risk renewals.

• Define renewal commercial strategies, including pricing, discounting, uplift, multi-year agreements, and policies for aligning add-on purchases with renewal dates, in partnership with Finance and Deal Desk.

• Establish and manage a consistent weekly renewal forecasting cadence, maintaining high standards for CRM accuracy, reporting, and forecast discipline.

• Communicate renewal health, churn trends, forecast performance, and account risks clearly to Customer Success and revenue leadership.

• Define effective ownership models and handoff processes between Renewal Managers, Customer Success Managers, and Account Executives.

• Partner with Revenue Operations on territory design, team capacity, compensation structures, and systems.

• Develop early-warning processes with Customer Success to identify renewal risks at least 120 days in advance and lead retention plans for critical accounts.

• Create and continuously improve segment-specific renewal playbooks, including public sector fiscal-year planning and executive engagement strategies for enterprise accounts.

• Improve on-time renewal performance, forecast accuracy, and gross retention through scalable processes and consistent execution.

Requirements:

• 8+ years of experience in B2B SaaS renewals, account management, or customer success.

• At least 4 years of experience leading renewal or account management teams, ideally including direct management of other managers.

• Demonstrated ownership of renewal or retention targets, with a proven record of improving gross retention and forecast accuracy.

• Experience leading renewal strategies across multiple customer segments, ideally including enterprise and public sector accounts.

• Strong commercial judgment and experience developing pricing, discounting, and contract policies in collaboration with Finance and Deal Desk.

• Proven ability to build renewal processes, playbooks, and reporting structures from the ground up in a scaling organization.

• Strong working knowledge of Salesforce and forecasting platforms such as Clari.

• Ability to influence and align senior stakeholders across Sales, Customer Success, Finance, and Operations.

• Excellent communication and interpersonal skills, high emotional intelligence, and a proactive approach to problem-solving.

• Ability to work autonomously, make sound decisions in a fast-changing environment, and set the strategic direction of a function rather than simply execute existing processes.

• Strongly preferred: Experience designing renewal compensation plans and capacity models.

• Strongly preferred: Background in a high-growth or early-stage startup environment.

• Strongly preferred: Familiarity with cybersecurity, security, DevSecOps, or developer-focused products, along with a genuine interest in technology and cybersecurity.

Benefits:

• On-target earnings of up to $230,500, structured as a 70/30 compensation mix.

• Remote-first and flexible working culture.

• Opportunities to meet colleagues through team gatherings and twice-yearly destination summits.

• Monthly stipend to help cover coworking space, phone, and internet expenses.

• Stock options upon hire and promotion.

• Opportunity to participate in secondary equity offerings.

• Extended 10-year option exercise period.

• 100% employer-paid health, dental, and vision insurance premiums for employees and their dependents.

• Flexible time off to support rest, personal commitments, and work-life balance.

• Paid parental leave of 18 weeks for birthing parents and 12 weeks for non-birthing parents, with flexibility to use the leave consecutively or throughout the child's first year.