Renewals Senior Manager

What You'll Do

Own the Renewal Motion

• Manage the full renewal lifecycle for all accounts: outreach, risk triage, negotiation, and close
• Maintain a rolling 90-120 day renewal forecast; report weekly on pipeline health, risk, and expected outcomes
• Develop a data-driven renewal strategy for each account before entering any negotiation, factoring in customer health, usage trends, stakeholder dynamics, and risk
• Lead commercial negotiations directly with customers, including executive-level conversations on multi-year and at-risk accounts
• Drive price increases, multi-year structures, and expansion identification at contract renewal
• Work closely with CSEs to identify churn signals early and build mitigation strategies
• Maintain clean renewal data and pipeline hygiene in HubSpot

Build the Renewals Function

• Build the renewals playbook from scratch: outreach cadences, escalation frameworks, negotiation guidelines, and segment-specific engagement models
• Own the KPI framework for renewals — anchor it in leading indicators like MAU/WAU and consumption pacing, not just trailing metrics like GRR and NRR; establish the reporting cadence with Finance and CS leadership
• Design tiered engagement models across Strategic, Enterprise, Mid-Market, and SMB customer segments
• Partner with Finance on Available-to-Renew (ATR) tracking and integration into the ARR forecast
• Implement AI-assisted workflows for health scoring, churn risk flagging, and renewal automation where appropriate
• Be the go-to resource on renewals best practices internally, setting the standard for how Fieldguide approaches retention and expansion

Drive Cross-Functional Alignment

• Represent renewal risk in deal reviews, QBRs, and exec-level revenue conversations
• Partner with CSMs on health scores and churn signals
• Work with Product to access and interpret usage data (MAU/WAU, entitlement pacing, feature adoption) and translate it into renewal risk signals and customer conversations
• Work with Finance on cohort analysis, GRR/NRR attribution, and retention economics
• Coordinate with Legal and Deal Desk on non-standard contract structures
• Feed customer signals back to Product and GTM leadership: usage trends, objections, competitive pressure, value realization

About You

• 7+ years in SaaS renewals, customer success, or commercial account management, with a track record of personally owning and hitting GRR/NRR targets
• Built a renewals function or motion from scratch — wrote your own playbooks
• Strong commercial negotiator, comfortable leading high-stakes conversations at the CFO or executive level
• Analytically fluent: build a renewal forecast, segment a book of business by risk, and present cohort-level retention performance to leadership
• CRM-proficient; HubSpot is strongly preferred, Salesforce is acceptable
• Effective cross-functional operator who builds credibility through rigor and follow-through, able to influence Sales, Finance, and Legal without direct authority
• Ready to manage a small team; prior people management experience is preferred but not required for the right candidate
• Comfortable in a fast-moving environment where the playbook is still being written

Bonus Points

• Background in audit, accounting, or professional services, or experience selling to those firms
• Experience in AI-native SaaS or with AI workflow tools (health scoring, churn prediction, automated renewal triggers)
• Experience scaling a renewals function through a Series B or C inflection point