Commercial Renewals Manager

What You'll Do

• Own the Renewal Lifecycle: Manage all aspects of the subscription renewal process for your assigned customer portfolio, ensuring continuous service, protecting recurring revenue, and securing long-term agreements.
• Drive Commercial Negotiations: Lead pricing strategies and commercial negotiations for a quarterly portfolio of 25–45 renewals totaling $4M–$5M+ in ARR.
• Collaborate Across Account Teams: Partner with Account Executives (AEs) and Customer Success Managers (CSMs) to build unified renewal strategies, improve product adoption, and proactively mitigate churn risks.
• Leverage the Channel: Collaborate with channel partners and systems integrators to negotiate mutually beneficial pricing/terms and protect recurring revenue.
• Execute Commercial Contracts: Deliver accurate, timely proposals and quotes. Partner with Finance, Legal, and Compliance to ensure all contracts meet both customer requirements and Okta standard guidelines.
• Maintain Forecast Accuracy: Keep precise, real-time records of renewal activities, customer data, and pipeline updates in Salesforce; build highly accurate forecasts for timing, pricing, and potential risks.

What You'll Bring

• SaaS Experience: 3–5 years of experience in SaaS renewals, account management, sales, or an equivalent customer-facing, revenue-carrying role.
• Negotiation Capability: Proven experience comfortably negotiating complex SaaS subscription agreements, typically in the $80K–$225K+ range.
• Cross-Functional Influence: Strong ability to build trust, influence stakeholders, and tactfully close deals with high integrity and autonomy.
• Tool Proficiency: Experience using Salesforce (or a similar enterprise CRM) to manage pipeline, log activities, and run forecasts.
• Communication & Organization: Excellent written, verbal, and presentation skills, with a proven track record of managing a busy, time-sensitive pipeline.
• Resilience & EQ: High emotional intelligence, with the ability to navigate delicate customer negotiations and collaborate effectively across internal teams.
• Education: Bachelor’s degree or equivalent practical business experience.