Director, Renewals

Accountabilities:

• • Own the global renewals strategy and operating model, defining renewal motions, customer segmentation, playbooks, processes, systems, and operating cadences that can scale with business growth.
  • Lead, mentor, and develop a high-performing team of Renewal Managers and Specialists, establishing clear objectives and KPIs across renewal bookings, gross retention, upsell performance, and forecast accuracy.
  • Manage the complete renewal lifecycle, from early engagement and risk identification through negotiation, commitment, and contract execution.
  • Establish a data-driven approach to renewals by monitoring pipeline health, identifying at-risk accounts, implementing retention strategies, and reporting on key performance metrics.
  • Partner closely with Customer Success and Sales to identify cross-sell and expansion opportunities and establish an integrated renewal-and-expansion motion.
  • Build and continuously improve forecasting models covering renewal bookings, churn, retention, and NARR, communicating insights and performance updates to senior leadership.
  • Manage complex and high-visibility renewals and escalations, supporting the team through strategic negotiations and large-scale customer engagements.
  • Partner cross-functionally with Customer Success, Sales, Operations, and Finance to improve contract execution, customer outcomes, and revenue predictability.
  • Stay informed on SaaS licensing, pricing structures, contract practices, and cybersecurity market trends to support competitive and commercially sound renewal strategies.
  • Develop and operationalize AI-enabled tools and processes that improve renewal efficiency, forecasting, customer engagement, and post-sales performance.

  Requirements:

  • 10+ years of experience in renewals, post-sales, account management, or a related function within a B2B SaaS environment, including preferably 4+ years of direct people management.
  • Demonstrated ownership of gross retention as a top-line business commitment, with a track record of improving retention and forecast accuracy across an organization or function.
  • Proven experience building or significantly maturing a renewals organization, including renewal motions, segmentation, playbooks, tooling, processes, and operating cadence.
  • Strong executive presence and the ability to influence C-level stakeholders internally while leading high-stakes customer negotiations externally.
  • Strong quantitative, commercial, and operational judgment, with fluency in renewal forecasting, retention economics, and modern customer management systems such as Salesforce and Gainsight.
  • Excellent leadership and communication skills, with a demonstrated ability to develop, motivate, and retain high-performing teams.
  • Strategic and analytical mindset, with the ability to scale processes, improve operational discipline, and make sound decisions in a dynamic, high-growth environment.
  • Hands-on experience building or implementing AI-powered tools to improve renewals, customer success, or broader post-sales processes.
  • Experience in email security, cybersecurity, or another highly regulated SaaS environment is a plus.
  • Experience managing high-volume renewal environments or large renewal books is desirable.
  • Exposure to international or multi-regional contract and renewal management is an advantage.

  Benefits:

  • Base salary range of $210,800–$248,000 USD, depending on skills, experience, qualifications, and geographic location.
  • Eligibility for bonus or incentive compensation.
  • Equity participation.
  • Comprehensive employee benefits package.
  • Opportunity to lead a strategically important global renewals organization within a high-growth B2B SaaS environment.
  • Strong cross-functional exposure across Customer Success, Sales, Operations, Finance, and senior leadership.
  • Opportunity to build scalable processes, leverage AI-enabled tools, and directly influence revenue retention and expansion.
  • Dynamic environment focused on innovation, customer outcomes, and measurable business impact.
  • Inclusive workplace committed to equal employment opportunity and diversity.