Manager, Renewals

About the role

The Manager, Renewals leads Versaterm's renewals function, owning the strategy, execution quality, and predictability of the end-to-end renewal lifecycle. This role is accountable for the performance and development of the Renewals team, ensuring contracts are renewed on time, commercial terms are executed accurately, renewal risk is proactively managed, and recurring revenue is protected.

Responsibilities

• Define and maintain standards for the renewal lifecycle, including initiation timing, handoffs, approvals, and execution.
• Ensure renewals are consistently initiated well in advance of contract expiration, aligned to customer procurement requirements.
• Establish clear roles and responsibilities between Renewals, Customer Success, Sales, Legal, and Finance.
• Ensure renewal processes scale effectively across customer segments and contract complexity.
• Continuously improve renewal playbooks, templates, and workflows to reduce cycle time and risk.
• Own renewal outcomes across the customer base, with accountability for gross retention and revenue continuity.
• Review renewal pipelines regularly to identify risk, delays, or execution gaps.
• Partner with Customer Success to assess renewal health and support proactive mitigation strategies.
• Escalate and resolve high-risk or complex renewals in coordination with Legal, Sales, and Leadership.
• Ensure delinquent or at-risk renewals are actively managed to resolution.
• Lead, coach, and develop a team of Renewals Specialists.
• Set clear expectations around renewal timelines, data accuracy, risk identification, and cross-functional collaboration.
• Provide ongoing coaching on contract interpretation, pricing execution, negotiation support, and stakeholder communication.
• Build a culture of accountability, rigor, and proactive ownership of renewal outcomes.
• Oversee renewal pricing execution, including uplifts, discounts, and adherence to pricing strategy.
• Partner with Legal to ensure contract language aligns with current commercial, product, and risk standards.
• Ensure legacy contracts are modernized through MSAs, amendments, or updated service schedules as appropriate.
• Support structured procurement processes, particularly for enterprise or public-sector customers.
• Balance customer experience with commercial discipline and risk management.
• Ensure renewal data is accurate, complete, and timely within Salesforce and related systems.
• Review dashboards and reporting related to renewal timing, value, uplift, and outcomes.
• Partner with Finance on forecasting, billing alignment, and revenue recognition considerations.
• Identify trends and systemic issues impacting renewals and translate them into process improvements.
• Communicate renewal performance, risks, and insights to Customer Success and GTM leadership.

Requirements

• Bachelor's degree in Business Administration, Finance, Economics, Marketing, or a related field (or equivalent experience).
• 5-8 years of experience in renewals, deal desk, customer success operations, or commercial account management with at least 3+ years of people leadership experience, including coaching and performance management.
• Strong understanding of recurring revenue models, retention metrics, and renewal forecasting.
• Experience managing complex contracts, MSAs, amendments, and enterprise renewals.
• Comfort partnering closely with Legal, Finance, Sales, and Customer Success.
• High attention to detail with the ability to manage multiple concurrent renewal cycles through a team.
• Data-driven mindset with comfort using Salesforce and renewal reporting.
• Clear, confident communication and strong stakeholder management skills.

Qualifications

• Compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy is required. Candidates must successfully pass a comprehensive, fingerprint-based background check.
• Obtaining and maintaining all required security clearances is a condition of employment.

Skills

• Strong understanding of recurring revenue models, retention metrics, and renewal forecasting.
• Experience managing complex contracts, MSAs, amendments, and enterprise renewals.
• Comfort partnering closely with Legal, Finance, Sales, and Customer Success.
• Data-driven mindset with comfort using Salesforce and renewal reporting.
• Clear, confident communication and strong stakeholder management skills.

Benefits

• Competitive, consistent, and aligned with the value each role contributes to our organization.
• Comprehensive benefits offering.
• Variable compensation such as incentive plans or discretionary performance bonuses may be available.

Pay

The starting salary for this position will be dependent upon many factors, such as the successful candidate's skills, experience, education, training as well as internal equity, market data, and business needs.

Schedule

N/A