Applications will be accepted until 03/12/2026.
Description
We are seeking a strategic, execution-oriented, and inspirational leader to serve as Manager, Renewals (PACE). In this role, you will lead a high-performing team of Renewal Managers responsible for protecting and growing recurring revenue.
A critical component of this role is driving our new organizational focus on Net New Annual Order Value (NNAOV). You will be expected to coach your team to identify expansion opportunities during the renewal cycle while maintaining impeccable forecasting accuracy. As a leader, you will act as a bridge between Sales and Customer Success, ensuring a unified approach to the customer lifecycle and territory growth.
Primary Responsibilities
Team Leadership & Talent Development
Direct Management: Lead, mentor, and develop a team of individual contributor Renewal Managers, fostering a culture of accountability, inclusion, and continuous improvement.
Active Coaching: Develop team members through regular call-shadowing, 1:1 coaching, and value-based negotiation training to elevate the team’s commercial acumen.
Onboarding: Accelerate the ramp time of new hires by providing structured training on sales methodology, software tools, and PACE-specific processes.
Strategic Alignment & NNAOV Growth
Cross-Functional Partnership: Act as a trusted advisor to Sales and Customer Success leadership. Establish a regular meeting cadence to ensure unified account planning and lifecycle management.
Drive NNAOV: Lead the shift toward identifying and capturing expansion opportunities (upsell/cross-sell) during the renewal cycle to drive Net New AOV.
Risk Mitigation: Collaborate with internal resources (Pricing, Product, Support) to develop "win" strategies for at-risk accounts, serving as the executive point of escalation for critical issues.
Forecasting & Operational Excellence
Predictable Results: Own the PACE renewal forecast. Drive disciplined pipeline inspection and maintain a rolling 120-day forecast with high accuracy on a weekly, quarterly, and annual basis.
Data-Driven Insights: Leverage CRM Analytics and BI tools (e.g., Tableau) to identify trends, attrition signals, and growth opportunities.
AI-Driven Efficiency: Modernize the renewals motion by incorporating AI tools and automation to streamline routine tasks, improve risk-detection accuracy, and provide the team with more bandwidth for high-impact customer engagement.
Process Optimization: Identify and implement "best practice" renewal processes to ensure operational efficiency for a highly transactional team.
Complex Negotiations
Executive Presence: Lead high-stakes, value-based negotiations at the CXO level when required.
Commercial Discipline: Ensure the team maximizes contract value and price uplift while protecting long-term customer trust and retention.
Required Skills & Experience
Cross-Functional Partnership: Proven track record of building and maintaining high-impact relationships with Sales and Customer Success counterparts. You must be able to demonstrate how you align disparate teams to achieve a common revenue goal (NNAOV).
SaaS Expertise: Deep understanding of recurring revenue models, subscription economics, and the SaaS customer lifecycle.
AI & Tech Savvy: Familiarity with AI-powered sales tools and an interest in using generative or predictive AI to drive team productivity and forecasting accuracy.
Analytical Rigor: Strong financial acumen and proficiency in CRM systems (Salesforce). Ability to synthesize data into executive-ready insights.
Negotiation Strength: Proven track record of overachieving KPIs and leading complex commercial discussions.
Communication: Exceptional interpersonal skills; ability to influence stakeholders at all levels, from analysts to C-suite.
Adaptability: Ability to thrive in a fast-paced environment characterized by high levels of change.