Job Description Summary

Job Description

Key Responsibilities

Renewals Strategy & Ownership

• Own the global renewal strategy for inscope software offerings managing renewals as an ARR portfolio with accountability for GRR churn mitigation renewal rate and forecast accuracy.
• Define and execute the target operating model for Renewals Account Management aligned to the companys ARR and RevOps transformation.
• Ensure renewals transition from reactive transactional execution to proactive lifecycledriven engagement.

Team Leadership & Organizational Build

• Build lead and develop the RAM organization including hiring onboarding role definition and capacity modeling across regions and tiers.
• Provide strong people leadership coaching and performance management fostering a collaborative customercentric and datadriven team culture.
• Define progression paths (RAM Senior RAM) and partner with HR on performance and incentive frameworks.

Process Playbooks & Continuous Improvement

• Lead Kaizen and continuous improvement initiatives to design standardize and evolve the endtoend renewals lifecycle.
• Own the Renewals Playbook including tiering cadence RACI exception handling lifecycle motions and best practices.
• Drive consistency globally while allowing for controlled regional flexibility where required.

RAM Ops Data & Systems Enablement

• Support and prioritize RAM Ops activities (located in Advisory team) ensuring highquality renewals reporting metrics and data governance.
• Own the interim Working SSOT for renewals and guide the transition to SFDCnative processes and dashboards as the system of record.
• Partner with IT/SFDC Finance and RevOps to define ARR metrics (GRR NRR churn forecast accuracy) dashboards and forecasting rhythms.
• Ensure renewals data installed base entitlements and documentation are reliably captured and accessible.

CrossFunctional Collaboration

• Establish and maintain a clear collaboration model (triangle) with Sales CSM and Channel Managers ensuring aligned ownership without role conflict.
• Act as the primary renewals interface to Sales leadership CSM leadership Channel Management M&S Renewals (O2C) Finance Legal and IT.
• Drive structured engagement on Tier 1 and atrisk renewals including escalation management and executive visibility where needed.

Expansion & Customer Experience

• Enable systematic identification of expansion opportunities aligned to renewals partnering with Sales and Marketing while avoiding compensation conflict.
• Ensure renewals become a positive valuedriven customer touchpoint that improves trust satisfaction and longterm retention.
• Sponsor QBR participation and lifecycle review motions for strategic accounts.

Forecasting Governance & Executive Communication

• Own the renewals forecast pipeline and ensure highconfidence renewal and ARR visibility for leadership and Finance.
• Chair or participate in renewals governance forums (e.g. Renewals SteerCo) to drive decisionmaking risk resolution and prioritization.
• Present renewals performance risks and insights to senior and executive leadership.

Compliance & Standards

• Ensure adherence to Comm Ops policies renewals processes and data governance standards.
• Identify opportunities to simplify and improve tools templates and workflows while maintaining commercial rigor and integrity.

Required Qualifications

• 15 years of experience in commercial operations renewals deal management sales operations or revenue operations within a B2B software or SaaS environment.
• Proven experience building or transforming postsales commercial functions (renewals RevOps deal operations or similar).
• Strong understanding of ARR business models renewals economics forecasting and key SaaS metrics (GRR NRR churn).
• Experience leading global crossfunctional teams and influencing senior stakeholders across Sales Finance Legal and IT.
• Bachelors degree required; Masters degree or equivalent commercial/business experience preferred.

Desired Characteristics

• Strong executive presence and ability to communicate clearly at all organizational levels.
• Highly structured thinker with the ability to translate strategy into execution.
• Datadriven analytically strong and comfortable operating with imperfect data while building toward maturity.
• Demonstrated ability to lead through change ambiguity and transformation.
• Comfortable balancing handson execution with leadership and prioritization of others work.
• Proven ability to drive alignment and trust across Salesadjacent functions.
• Continuous improvement mindset; experience with Lean / Kaizen methodologies is a strong plus.
• High integrity strong ownership mentality and customerfirst mindset.

Additional Information