Senior Manager, Public Sector Renewals

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

📋 Description

• Lead, coach, and nurture Renewal Managers to foster a culture characterized by high accountability and trust.

• Take ownership of the Public Sector renewal operating rhythm while enhancing forecast accuracy concerning retention, contraction, churn, expansion, timing, and confidence.

• Facilitate a consistent weekly forecasting process that encompasses updates from individual contributors through to Public Sector leadership and executive review sessions.

• Maintain an anticipatory perspective on significant renewal risks, including a business rationale, mitigation strategy, responsible individual, timeline, and escalation procedure for each identified risk.

• Lead risk assessments in the Public Sector and develop cross-functional action plans.

• Differentiate between churn and contraction as opposed to migration, consolidation, timing, procurement, data quality, and customer coverage challenges.

• Enhance renewal playbooks, data integrity, reporting, systems, automation, and the adoption of processes in collaboration with Renewals Operations and related operational teams.

• Manage workforce planning, coverage, territory allocation, role progression, and leadership strategies for the Public Sector Renewal Manager team.

• Define decision rights and handoffs throughout the customer lifecycle while ensuring Renewal Managers are accountable for commercial renewal activities.

• Collaborate with Sales, Customer Success, Solutions Architecture, Finance, Legal, Deal Desk, Product, Operations, and channel partners to ensure sustainable renewals.

⛳️ Requirements

• Proven experience in leading renewals, customer success, account management, sales, or a similar B2B software role.

• Demonstrated ability to lead renewal managers, with a successful track record in talent development and enhancing team performance.

• Experience in driving predictable outcomes in retention, renewal, expansion, and forecasting across a diverse customer portfolio.

• Comprehensive understanding of subscription economics, churn/contraction, mitigation strategies, renewal tactics, commercial negotiations, customer risk management, executive engagement, and multi-stakeholder procurement processes.

• Capability to create operating models, playbooks, and scalable processes that extend beyond individual contributions.

• Proficiency in utilizing Salesforce, customer health systems, dashboards, forecasts, and business metrics for decision-making.

• Strong ability to convey complex subjects in a clear manner to executives and cross-functional teams.

• Required experience in supporting US Public Sector customers, including Federal, State, Local, and Education markets.

• Preferred familiarity with government procurement, funding cycles, contracting vehicles, compliance requirements, channel and reseller strategies, as well as complex licensing or renewal frameworks.

• Willingness to travel for training sessions, team offsites, customer meetings, and other relevant events.

🏝️ Benefits

• Comprehensive benefits to support your health, financial stability, and overall well-being.

• Flexible Paid Time Off policy.

• Participation in Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund to foster personal and professional advancement.

• Parental leave support.

• Assistance for home office setup.