Renewals Manager

Key Outcomes & Success Metrics

• Achieve and exceed renewal rate and retention targets  

• Reduce churn and revenue erosion across assigned segments  

• Maintain accurate and predictable renewal forecasting  

• Ensure pipeline hygiene and Salesforce data integrity  

• Improve team productivity, consistency, and execution quality  

• Effectively manage and reduce high-risk renewal exposure  

• Develop and retain high-performing renewal talent 

 

Key Responsibilities

People Leadership & Team Development 

• Lead, coach, and develop a team of Renewal Specialists and Senior Renewal Specialists 

• Establish clear performance expectations aligned to revenue retention and forecasting goals 

• Conduct performance reviews and provide ongoing coaching and feedback 

• Develop career progression pathways from Renewal Specialist to Senior Renewal Specialist 

• Hire, onboard, and train new team members 

• Manage workload distribution, account assignments, and PTO coverage planning 

• Foster a culture of accountability, collaboration, and continuous improvement 

• Identify skill gaps and implement targeted training and development initiatives 

• Support succession planning and promotable talent development Hire, onboard, and train new team members 

Operational Governance & Execution Excellence 

• Ensure adherence to renewal lifecycle best practices, including proactive engagement timelines (90–120 days pre-expiration) 

• Drive Salesforce data integrity, documentation standards, and forecasting discipline 

• Monitor pipeline health, renewal risk, and execution quality across the team 

• Standardize renewal workflows, quoting practices, and operational processes 

• Ensure pricing, quoting, and contract structures align with company policies and approval frameworks 

• Identify systemic inefficiencies and lead process improvement initiatives 

• Partner with leadership on scalable renewal strategies, tools, and system enhancements 

• Reduce operational errors, missed renewals, and revenue leakage  

Renewal Strategy, Forecasting & Risk Management 

• Own renewal forecasting accuracy and pipeline visibility across assigned segments 

• Lead regular pipeline review cadence with team members and cross-functional stakeholders 

• Identify and proactively mitigate renewal risk, including customer dissatisfaction, competitive threats, or pricing challenges 

• Establish consistent renewal strategy frameworks for high-value and complex accounts 

• Ensure disciplined pipeline validation and alignment with Sales and Customer Success 

• Escalate systemic risks and trends to Director-level leadership with actionable recommendations 

Sales Support & Cross-Functional Leadership 

In this player/coach role, the Renewals Manager supports complex renewals while ensuring alignment and execution across the team. 

• Act as a strategic partner to Sales and Customer Success leadership to align on retention and growth strategies  

• Support complex and high-risk renewal negotiations, including pricing strategy and contract structuring  

• Own high-impact escalations, coordinating resolution across Finance, Procurement, Order Management, Legal, and AR/AP  

• Reinforce pricing discipline, approval processes, and margin protection standards  

• Align stakeholders on renewal timelines, quarter-end readiness, and execution priorities  

• Model best practices in customer communication, negotiation, and risk mitigation  

• Provide transactional support during peak periods while maintaining leadership accountability 

Continuous Improvement & Team Enablement 

• Drive development and adoption of renewal playbooks, tools, and best practices  

• Partner with leadership to enhance renewal strategy, reporting, and analytics capabilities  

• Promote a data-driven approach to renewal planning and execution  

• Ensure team is current on product offerings, pricing models, OEM programs, and industry trends  

• Champion operational excellence and continuous improvement across the renewal function  

 

Education and Experience

• Bachelor’s degree preferred (or equivalent experience)  

• 5–8+ years of experience in Renewals, Sales Operations, Customer Operations, or similar  

• 1–3+ years of people management or team leadership experience preferred  

• Strong experience in technology, including OEM maintenance, software, SaaS, or subscription models  

• Proven experience managing complex, high-value, or at-risk renewals  

Knowledge, Skills, Abilities

• Proven leadership and coaching capability in a performance-driven environment  

• Deep understanding of the renewal lifecycle, retention strategies, and subscription business models  

• Strong financial and commercial acumen, including pricing and margin considerations  

• Advanced Salesforce proficiency and pipeline management expertise  

• Strong forecasting and analytical skills  

• Ability to influence cross-functional stakeholders without direct authority  

• Excellent communication and executive presence  

• Strong problem-solving and process improvement mindset  

• High level of accountability, organization, and attention to detail  

• Ability to operate effectively in fast-paced, high-volume environments