Senior Director, Renewals Operations

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Act as the future operator of an integrated commercial function that combines pricing, deal desk, contract negotiation, and related capabilities, managing pricing and discounts on approximately a $250M Enterprise ARR base.

• Co-manage the design of the future-state function and undertake a comprehensive redesign of the end-to-end commercial process.

• Consolidate disparate pricing, deal desk, contracts, and RFP resources into a single cohesive function.

• Revamp commercial processes to enhance speed and productivity, leveraging AI as a key enabler.

• Establish requirements for enabling systems across CPQ, approval workflows, and contract lifecycle management.

• Propel measurable improvements in ARR and productivity through effective pricing, discounting, and deal management by overseeing commercial policies, approval frameworks, and exceptions.

• Employ data, automation, and tools, including Claude, to refine commercial processes, track KPIs, and enhance performance.

• Build and lead a team for the function.

• Collaborate and partner with executives in Sales, Legal, and Finance.

⛳️ Requirements

• Over 12 years of experience managing a SaaS/PaaS integrated commercial operations organization, along with a Bachelor’s degree or equivalent experience.

• More than 6 years of experience leading teams responsible for deal desk, pricing, or discount governance at scale.

• Proven experience in managing pricing and discount governance at scale, as well as designing commercial policies.

• Expertise in process redesign with a focus on AI and automation.

• Strong analytical skills in deal, discount, and margin economics.

• Executive presence and cross-functional influence in Sales, Legal, and Finance.

• Preferred location: Boston, MA or East Coast, with a willingness to travel up to 20%.

• MBA or an advanced degree in a quantitative or business-related field is preferred.

• Industry-specific experience in learning technology or enterprise SaaS is a plus.

• An advanced degree in Finance is preferred.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Paid time off