Manager, Renewals

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GoTo

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2000

☁️ SaaS

📡 Telecommunications

🏢 Enterprise

💰 Seed Round on 2013-11

SaaS • Telecommunications • Enterprise

GoTo is a company offering all-in-one business communication and remote IT management solutions. Their product lineup includes GoTo Connect, an all-in-one communication platform providing features like cloud-based phone systems, digital channels, and AI-powered contact centers designed to improve customer experiences. Additionally, GoTo offers IT management and support services like remote access, mobile device management, and IT asset management to enhance enterprise productivity and security. They cater to various industries, such as healthcare, legal, education, and professional services, ensuring seamless communication and IT support from any location on any device.

📋 Description

• Lead and develop a team of Renewal Representatives through consistent coaching including 1:1s, deal reviews, and call coaching to help each team member improve performance and sales effectiveness. • Drive the team to exceed monthly, quarterly, and annual retention revenue targets while managing the full renewal cycle including pipeline health, deal negotiation, and closing strategies. • Monitor sales activity, analyze key performance indicators, and maintain accurate pipeline and forecasting to ensure predictable renewal revenue and accountability across the team. • Partner with teams across sales, marketing, customer care, legal and finance to remove obstacles, improve efficiency, and ensure strong renewal strategies across the region while keeping the team motivated and engaged.

🎯 Requirements

• Proven track record of consistently building customer relationships and successfully owning, driving, and leading the renewals process • Demonstrated, consistent success tied to net revenue retention and customer account expansion goals • Excellent relationship building and renewal engagement skills; self-motivated and history of thriving and leading a team in a rapidly-changing environment • Established leadership skills; ability to perform hiring, training, & drive optimum performance of renewal representatives • History of having worked cross functionally with sales, customer success, support, marketing, operations, legal and finance to establish plans to achieve renewal targets across the globe • Proven ability to lead and coach teams away from price-driven conversations and toward value-based selling, including articulating ROI, product impact, and business outcomes to reinforce the customer's decision to renew and expand • Demonstrated ability to position and communicate value throughout the renewal cycle, leveraging customer usage data, success metrics, and business goals to build compelling cases for renewal that go beyond price and focus on long-term partnership and solution fit • Proven experience navigating complex, multi-stakeholder renewal cycles with contract values ranging from $50K to $1M+, including managing extended negotiation timelines, multi-year deal structuring, and executive-level engagement to drive deals to close • Demonstrated ability to lead and coach renewal teams through high-complexity negotiations, including managing competing priorities across legal, finance, and procurement stakeholders while maintaining strong customer relationships and protecting revenue • Deep experience engaging with procurement teams and business stakeholders throughout the renewal process, including navigating vendor review processes, RFP responses, pricing justification, and contract redlines, while aligning internal teams to deliver timely, compelling responses that accelerate deal closure • Track record of developing and executing renewal strategies for enterprise and mid-market accounts, balancing urgency with relationship preservation to successfully renew at or above existing contract value across a diverse book of business, including deals facilitated through regional resellers, partners, and distributors, requiring the ability to manage multi-party relationships, align channel incentives, and coordinate across both the end customer and channel partner to ensure seamless renewal execution • Minimum 3 years management experience (history with renewals a plus)

🏖️ Benefits

• Comprehensive health benefits • Generous paid time off, including paid holidays, volunteer days, quarterly self-care days, and company-designated no-meeting days • Tuition reimbursement and access to instructor-led and on-demand learning and development programs • The Thrive Global Wellness Program, a confidential Employee Assistance Program (EAP), a wellness app and one-on-one wellness coaching • Employee-led communities and programs, including Employee Resource Groups (ERGs), GoTo Gives, and charitable matching