Vice President of Renewals & Growth

About the role

We are seeking a competitive, performance-driven Vice President with a sales-leader mindset to own the global Renewals & Growth strategy across all Deltek renewable offerings. This role drives high retention and uplift while proactively mitigating churn, and carries the enterprise-wide fiscal commitment for renewal and growth bookings against explicit NRR/GRR and expansion targets.

The Vice President partners closely with the VP market leaders for GovCon and Professional Services (PS) to align strategy, forecasting, and execution against each segment’s fiscal targets, and works across Customer Success, Sales, Marketing, and Product to turn customer feedback into action and deliver results the business can count on.

Responsibilities

• Own the enterprise Renewal & Growth strategy and fiscal commitment — renewal, uplift, retention, and expansion bookings — with direct authority over pricing and discount approval, forecast sign-off, and headcount and org design.
• Instill a competitive, quota-driven culture that treats every renewal and churn risk as a deal to be won, not a service level to be maintained.
• Serve as a strong, trusted partner to the VP market leaders for GovCon and PS, aligning fiscal targets, forecasts, and go-to-market execution to each segment’s dynamics.
• Oversee negotiations for the largest, most strategic renewals and lead cross-functional initiatives to improve customer lifetime value, operational efficiency, and revenue performance.
• Build best-in-class renewal management, forecasting, and risk-mitigation processes that deliver predictable, accurate revenue outcomes across Salesforce, Gainsight, and CPQ.
• Apply and govern AI and automation — predictive renewal-risk scoring, automated quoting, AI-assisted contract review — to increase deal velocity and forecast accuracy.
• Define and report GRR, NRR, churn, and expansion KPIs to executive and board-level stakeholders.
• Own the customer and deal data that fuels forecasting and AI models, partnering with IT and Data to ensure quality and completeness.
• Build, mentor, and scale a high-performing Renewal & Growth organization — managers and customer-facing specialists — across the full career ladder.
• Design compensation, quota, and incentive structures that reward aggressive pursuit of retention, uplift, and expansion targets.
• Foster a culture of accountability and competitive drive around commercial execution.
• Partner with Customer Success, Sales, Marketing, and Product to align strategy and deliver customer value and growth.
• Champion customer needs, ensuring feedback from renewal and growth conversations is translated into product and process improvements.
• Represent Renewal & Growth in executive and board discussions, GTM Operations meetings, and QBRs.

Requirements

• 12+ years in Sales, Customer Success, Account Management, or Renewals leadership in SaaS/enterprise software, including 5+ years leading quota-carrying commercial teams.
• Competitive, performance-driven mindset with a track record as a target-driven leader who thrives on winning and treats churn mitigation as a battle to win, not a metric to track.
• Proven track record scaling renewals/growth organizations of 50+ people globally, delivering $250M+ in annual renewal and expansion bookings in a subscription-based model.
• Deep experience in pricing strategy, contract structuring, and negotiating complex, multi-year renewals with C-suite executives.
• Hands-on experience applying AI and automation to forecasting and deal workflows, with a data-driven approach to GRR/NRR/churn reporting.
• Advanced proficiency in Salesforce, Gainsight, and CPQ platforms.
• Skilled at partnering with market segment leaders (e.g., VP GovCon, VP PS) and cross-functional teams — Sales, Product, Customer Success, Legal, Finance — in a matrixed, high-growth environment.
• History of building and scaling high-performing commercial teams through structured career-ladder frameworks and incentive design.
• Exceptional communication skills with experience presenting financial and commercial performance to C-level executives.
• Ability to travel up to 30%.

Pay

This role is structured as an OTE (on-target earnings) position — base salary plus variable compensation tied to enterprise-wide NRR/GRR and expansion attainment — benchmarked against Sales VP-level compensation rather than traditional Customer Success VP compensation.