Senior Manager - Talent Acquisition - GTM

The Renewals Manager is responsible for overseeing and guiding the Renewals team to ensure timely and efficient management of all contract renewals. This includes driving proactive renewal activities, stakeholder management, collaborating with Customer Account Managers (CAMs) and to identify risks, product usage issues, downgrades, and cancellations, and ensuring all relevant renewal information is communicated for successful customer engagement. The leader will manage to ensure proper contract pricing, and strategies to minimize churn and protect revenue along with forecasting monthly renewal activity.

Duties:

Team Leadership:

• Oversee the Renewals team, ensuring all renewal opportunities are worked on 120 days prior to contract renewal dates for both H1 and H2 periods.

Renewal Coordination:

• Making sure Customer Account Managers (CAM) and Managers are informed about upcoming monthly renewals, risks, product usage (including zero/low usage products), and any downgrades or cancellations, enabling proactive customer conversations.

Account Review & Collaboration:

• Coordinate with your Renewals Sales Analysts (RSA) to ensure CAM managers meet their 95% AR quota along with timely update of decks to the CAMs.

Contract & Pricing Management:

• Reviewing price lock clauses; identifying risk portfolios for the accounts held by RSAs under you.
• Ensure that pricing changes are communicated clearly to the CAMs for accurate quoting.

Quote Creation & Approval:

• Lead the team in creating accurate renewal quotes in collaboration with CAMs, ensuring all changes are captured and that customer approval is obtained via email before processing it further.

Forecast & Reporting:

• Identify anchor renewal lists, monitor monthly cancellations requests, cases, create renewal and reviving strategy with the CAM managers and RSA for high risk accounts
• Forecast MRR for your team and identify retention risks highlighting it to the AE managers
• Measure churn MoM basis and drive strategies to minimise it with the CAM Managers (to be discussed)

Discount Strategy:

• Maintain and communicate a discount grid based on product usage and new tiers, ensuring CAMs follow established discounting practices to avoid over-discounting.
• Track over discounting and impact on GRR

Tool Management and audit:

• Ensure the team is effectively utilizing tools such as Salesforce, CPQ, Gong, and Gainsight for tracking renewal opportunities, managing quotes, and maintaining up-to-date records.
• Regular audit on renewal next steps and progress

Enablement:

• Work with the enablement team to ensure RSA team has required trainings to understand Cases & Cancellation cases, SmartTasks, Invoices & Payments, GoLive Implementation summary, Finance and Accounting processes, CPQ, Gainsight Account Health module and Collections
• Guide the team in creating compelling renewal decks for these calls.

Qualifications:

• 3+ years experience in managing renewal/sales teams or similar customer-focused roles.
• Strong understanding of subscription based contract renewal processes, pricing models, and discounting strategies.
• Proficiency in Salesforce, CPQ, Gong, and Gainsight or similar CRM and CPQ tools.
• Exceptional stakeholder management, communication, and organizational skills.
• Ability to collaborate with cross-functional teams to achieve business objectives.