Senior Renewals Representative

• Design and implement the end-to-end renewals process, from early engagement (120+ days out) through signature, booking and handoff.
• Define ownership and rules of engagement between Renewals, Customer Success, Client Executives and channel partners, including handoffs for at-risk and expansion opportunities.
• Build and document renewal playbooks covering engagement timelines, price uplift and multi-year strategies, co-termination, true-ups, and objection handling on MDR value and pricing versus an in-house SOC.
• Partner with Revenue Operations to configure renewal opportunities, stages, fields and automation in Salesforce and CPQ, and set data hygiene standards.
• Establish the renewals forecasting method and cadence, with accurate visibility into gross and net revenue retention.
• Define and report on core KPIs, including GRR, NRR, on-time renewal rate, churn and downsell reasons, and uplift achieved.
• Build a customer health and risk framework with Customer Success, using MDR service data (alert volume, false-positive rates, time-to-resolution, product adoption) to flag risk early.
• Set renewal pricing and discounting guardrails and approval paths with Deal Desk, Finance and Legal.
• Identify gaps in tools, data and process, and recommend improvements as the function scales.

• Manage a portfolio of strategic and complex renewals, delivering against quarterly and annual bookings and retention targets.
• Run the full renewal cycle: confirm scope, pricing and timelines, prepare quotes, and negotiate terms, including multi-year agreements, price increases, true-ups and payment terms.
• Lead value conversations with IT and security leaders using service outcomes and business impact.
• Work with Deal Desk, Legal and Finance to process order forms, MSAs and SLAs.
• Coordinate with channel and distribution partners on partner-sourced renewals.
• Identify expansion opportunities and partner with Client Executives on upsell and cross-sell.

• Serve as the organization's go-to renewals expert, coaching colleagues on process, deal strategy and negotiation.
• Help onboard and ramp future renewals hires, and contribute to hiring, territory design and compensation recommendations.
• Lead renewals forecast and pipeline reviews, giving Sales and executive leadership clear updates on risks and outcomes.
• Share customer feedback and churn insights with Product, Service Delivery and Customer Success to improve retention.

• 6+ years of experience in renewals, account management or B2B SaaS/subscription sales, with at least 3 years focused on renewals.
• Hands-on experience building or significantly scaling a renewals process, function or team, ideally at a growth-stage company.
• Deep operational knowledge of renewals, including process design, forecasting, CRM workflows, pricing and uplift strategy, and retention metrics (GRR/NRR).
• A proven track record of meeting or exceeding renewal and retention targets while carrying a quota.
• Experience coaching or mentoring peers, or informally leading a team, without formal people-management authority.
• Strong commercial skills in pricing, quoting and negotiating complex, multi-year subscription agreements.
• Advanced proficiency with Salesforce and CPQ tools.
• A builder mindset: comfortable with ambiguity, able to create structure where none exists, and eager to roll up your sleeves.
• Strong analytical skills and the ability to turn data into clear recommendations for leadership.
• Excellent verbal and written communication skills, and confidence with executive stakeholders, both internally and with customers.

• Experience in cybersecurity, MDR or managed security services (strongly preferred).
• Experience with Gainsight, Clari or similar platforms.
• Experience with consumption-based pricing, such as per-endpoint, data ingested (GB/day) or per-user models.

• Bachelor's degree or equivalent professional experience.

• Build a renewals function from the ground up at a fast-growing cybersecurity company, with real ownership of the process, playbooks and metrics that drive retention and growth.
• Help shape a growing team as a senior player-coach, with direct visibility to Sales and executive leadership.
• Join a global, mission-driven cybersecurity company defending organizations worldwide with cutting-edge data, technology, and expertise.
• Competitive compensation and a comprehensive benefits package, with support for wellbeing, development, and career growth.

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