Job
Description
What Youll Do The Renewals Manager is responsible for overseeing and guiding the Renewals team to ensure timely and efficient management of all contract renewals. This includes driving proactive renewal activities, stakeholder management, collaborating with Customer Account Managers (CAMs) and to identify risks, product usage issues, downgrades, and cancellations, and ensuring all relevant renewal information is communicated for successful customer engagement. The leader will manage to ensure proper contract pricing, and strategies to minimize churn and protect revenue along with forecasting monthly renewal activity. What Your Responsibilities Will Be Duties: Team Leadership: Oversee the Renewals team, ensuring all renewal opportunities are worked on 120 days prior to contract renewal dates for both H1 and H2 periods. Renewal Coordination: Making sure Customer Account Managers (CAM) and Managers are informed about upcoming monthly renewals, risks, product usage (including zero/low usage products), and any downgrades or cancellations, enabling proactive customer conversations. Account Review & Collaboration: Coordinate with your Renewals Sales Analysts (RSA) to ensure CAM managers meet their 95% AR quota along with timely update of decks to the CAMs. Contract & Pricing Management: Reviewing price lock clauses; identifying risk portfolios for the accounts held by RSAs under you. Ensure that pricing changes are communicated clearly to the CAMs for accurate quoting. Quote Creation & Approval: Lead the team in creating accurate renewal quotes in collaboration with CAMs, ensuring all changes are captured and that customer approval is obtained via email before processing it further. Forecast & Reporting: Identify anchor renewal lists, monitor monthly cancellations requests, cases, create renewal and reviving strategy with the CAM managers and RSA for high risk accounts Forecast MRR for your team and identify retention risks highlighting it to the AE managers Measure churn MoM basis and drive strategies to minimise it with the CAM Managers (to be discussed) Discount Strategy: Maintain and communicate a discount grid based on product usage and new tiers, ensuring CAMs follow established discounting practices to avoid over-discounting. Track over discounting and impact on GRR Tool Management and audit: Ensure the team is effectively utilizing tools such as Salesforce, CPQ, Gong, and Gainsight for tracking renewal opportunities, managing quotes, and maintaining up-to-date records. Regular audit on renewal next steps and progress Enablement: Work with the enablement team to ensure RSA team has required trainings to understand Cases & Cancellation cases, SmartTasks, Invoices & Payments, GoLive Implementation summary, Finance and Accounting processes, CPQ, Gainsight Account Health module and Collections Guide the team in creating compelling renewal decks for these calls. What Youll Need to be Successful Qualifications: 3+ years experience in managing renewal/sales teams or similar customer-focused roles. Strong understanding of subscription based contract renewal processes, pricing models, and discounting strategies. Proficiency in Salesforce, CPQ, Gong, and Gainsight or similar CRM and CPQ tools. Exceptional stakeholder management, communication, and organizational skills. Ability to collaborate with cross-functional teams to achieve business objectives. How Well Take Care of You Total Rewards In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses. Health & Wellness Benefits vary by location but generally include private medical, life, and disability insurance. Inclusive culture and diversit y Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship. Learn more about our benefits by region here: Avalara North America What You Need To Know About Avalara We re Avalara. We re defining the relationship between tax and tech. We ve already built an industry-leading cloud compliance platform, processing nearly 40 billion customer API calls and over 5 million tax returns a year, and this year we became a billion-dollar business . Our growth is real, and we re not slowing down until we ve achieved our mission - to be part of every transaction in the world. We re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we ve designed, that empowers our people to win. Ownership and achievement go hand in hand here. We instill passion in our people through the trust we place in them. We ve been different from day one. Join us, and your career will be too. We re An Equal Opportunity Employer Supporting diversity and inclusion is a cornerstone of our company we don t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know. Qualifications: 3+ years experience in managing renewal/sales teams or similar customer-focused roles. Strong understanding of subscription based contract renewal processes, pricing models, and discounting strategies. Proficiency in Salesforce, CPQ, Gong, and Gainsight or similar CRM and CPQ tools. Exceptional stakeholder management, communication, and organizational skills. Ability to collaborate with cross-functional teams to achieve business objectives. Duties: Team Leadership: Oversee the Renewals team, ensuring all renewal opportunities are worked on 120 days prior to contract renewal dates for both H1 and H2 periods. Renewal Coordination: Making sure Customer Account Managers (CAM) and Managers are informed about upcoming monthly renewals, risks, product usage (including zero/low usage products), and any downgrades or cancellations, enabling proactive customer conversations. Account Review & Collaboration: Coordinate with your Renewals Sales Analysts (RSA) to ensure CAM managers meet their 95% AR quota along with timely update of decks to the CAMs. Contract & Pricing Management: Reviewing price lock clauses; identifying risk portfolios for the accounts held by RSAs under you. Ensure that pricing changes are communicated clearly to the CAMs for accurate quoting. Quote Creation & Approval: Lead the team in creating accurate renewal quotes in collaboration with CAMs, ensuring all changes are captured and that customer approval is obtained via email before processing it further. Forecast & Reporting: Identify anchor renewal lists, monitor monthly cancellations requests, cases, create renewal and reviving strategy with the CAM managers and RSA for high risk accounts Forecast MRR for your team and identify retention risks highlighting it to the AE managers Measure churn MoM basis and drive strategies to minimise it with the CAM Managers (to be discussed) Discount Strategy: Maintain and communicate a discount grid based on product usage and new tiers, ensuring CAMs follow established discounting practices to avoid over-discounting. Track over discounting and impact on GRR Tool Management and audit: Ensure the team is effectively utilizing tools such as Salesforce, CPQ, Gong, and Gainsight for tracking renewal opportunities, managing quotes, and maintaining up-to-date records. Regular audit on renewal next steps and progress Enablement: Work with the enablement team to ensure RSA team has required trainings to understand Cases & Cancellation cases, SmartTasks, Invoices & Payments, GoLive Implementation summary, Finance and Accounting processes, CPQ, Gainsight Account Health module and Collections Guide the team in creating compelling renewal decks for these calls.
