Senior Renewals Manager

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Genea

Site WebLinkedInTous les Emplois

201 - 500 employés

🧬 Biotechnologie

Health • Biotechnology • Software

Genea est

Description

• Own the end-to-end renewals book of business for Gneea’s Security product—driving on-time renewals, eliminating the existing renewal backlog, and hitting gross and net revenue retention (GRR/NRR) targets. • Mature the Security renewals function—design, document, and continuously improve the renewals process, policies, playbooks, and best practices; proactively identify issues and gaps and propose and implement solutions. • Shift the renewal motion earlier—move engagement from roughly 30 days before expiration to a 90-day-out cadence (and 180 days out for larger and strategic accounts), anchored on proactive value confirmation rather than last-minute paperwork. • Negotiate and close the commercial terms of renewals—including SKU/edition changes, additions to terms and conditions, contractual price increases and uplift capture, multi-year commitments, and the removal of first-year and introductory discounts—balancing retention with margin and lifetime value. • Build a light expansion motion over time—within approximately 18 months, layer a customer-success-style upsell and cross-sell motion into the renewal conversation, using value confirmation as the bridge to identifying and capturing expansion opportunities. • Partner cross-functionally with Finance (pricing, billing, forecasting, and deal desk), Sales (account ownership and clean handoffs), and Customer Success (account health, adoption, and value realization) to align on renewal strategy and at-risk accounts. • Direct and leverage offshore renewals support—providing functional guidance to offshore resources for quoting, data hygiene, scheduling, and administrative work to gain operational scale and cost leverage. • Manage renewals that transact through integration and channel partners—coordinating co-terming, partner quoting, and partner-influenced commercials to protect retention across indirect relationships. • Apply AI and automation to the renewals workflow—using, configuring, and where possible building AI tools and agents to streamline quoting, customer outreach, risk scoring, forecasting, and data hygiene. • Own renewals forecasting and reporting—maintaining an accurate forward forecast and pipeline and reporting on GRR/NRR, on-time renewal rate, churn and contraction drivers, and at-risk accounts. • Identify and reduce churn risk early—flagging at-risk renewals, coordinating save plays with Customer Success and Sales, and feeding root-cause insights back into the business. • Maintain CRM and quoting-system hygiene—keeping renewal dates, entitlements, pricing, and account data accurate and audit-ready in Salesforce and connected CPQ/quoting tools. • Performs other related duties as assigned by management.

🎯 Exigences

• Bachelor’s degree in business, finance, or a related field, or equivalent practical experience. • 5+ years in SaaS renewals, account management, or customer success with a commercial or quota-carrying component, including direct ownership of a renewals book of business with retention (GRR/NRR) responsibility. • Demonstrated success negotiating and closing renewal commercial changes—contractual price increases, multi-year terms, SKU/edition changes, terms-and-conditions additions, and removal of first-year or introductory discounts. • Experience designing, documenting, or materially improving a renewals process, policy, or playbook—not just executing an existing one—and shifting a team toward an earlier, more proactive renewal cadence. • Track record of partnering closely with Finance, Sales, and Customer Success in a cross-functional, matrixed environment. • Preferred: Experience directing or working with an offshore team for operational efficiency and cost leverage. • Preferred: Experience using or building AI tools or agents within a renewal, sales, or revenue-operations workflow. • Preferred: Experience managing renewals that transact through integration or channel partners. • Preferred: Experience evolving a renewals function into an upsell, cross-sell, or expansion motion. • No certifications or licenses required; customer success or renewals certifications (e.g., Gainsight, SuccessCOACHING, Winning by Design) are a plus. • Hands-on Salesforce experience required—managing renewal opportunities, accounts, forecasting, and reporting within the CRM. Proficiency with CPQ/quoting tools; comfort with BI/reporting tools and spreadsheets for forecasting and analysis; fluency with modern AI and productivity tools. • Strong commercial negotiation skills and business acumen; analytical and data-driven; a process-design and continuous-improvement mindset; excellent written and verbal communication; highly self-directed and comfortable building in ambiguity; able to influence and lead without formal authority across functions.

🏖️ Avantages

• medical, dental, and vision insurance • flexible spending accounts (FSA) • life insurance • accidental death and dismemberment (AD&D) insurance • long-term disability (LTD) coverage • paid time off (PTO) • 401(k) retirement savings plan