Director, Renewals

This position is based in the United States.

About the role

As Director of Renewals, you will own the strategy, performance, and operating model of a global B2B SaaS renewals organization. Reporting to the VP of Customer Success, you will lead a high-performing team and make revenue retention a predictable, scalable growth engine. You will shape renewal motions, segmentation, playbooks, forecasting models, and operational processes across a multi-product platform. Working closely with Customer Success, Sales, Operations, and Finance, you will identify risks early and create opportunities for expansion. The role combines strategic leadership, commercial ownership, data-driven decision-making, and complex customer negotiations. It is an opportunity to build and mature a critical function within a fast-growing cybersecurity environment.

Responsibilities

• 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.