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Job Title: Renewals Manager
Locations: US- Houston Tx, Boston, MA.
Reports to: (Sr. Director, Renewal Management)

A quick snapshot...
The Renewals Manager is responsible for owning the end-to-end renewal lifecycle for a defined portfolio of customers across the Americas. This role is critical to protecting and growing Conga's recurring revenue base by driving timely, high-quality renewals that align with both customer objectives and business goals.

Sitting at the intersection of Sales and Customer Success, the Renewal Manager proactively manages renewal risk, negotiates contract terms, and partners cross-functionally to deliver a seamless renewal experience. Success in this role is measured primarily by Gross Renewal Rate with Price Increase (GRRw/PI), Net Revenue Retention (NRR), and on-time renewal rate.

Why it's a big deal...  

Renewal Ownership & Pipeline Management

• Own a portfolio of renewal accounts across the Americas, managing the full renewal cycle from initial outreach through signed contract.
• Engage customers proactively 90-180 days prior to renewal to assess health, surface risks, and align on terms.
• Maintain an accurate renewal forecast in Salesforce and Clari. Provide weekly pipeline updates to leadership.
• Prioritize accounts by ARR at risk, customer health score, and days to renewal.

Negotiation & Contracting

• Lead renewal negotiations with a focus on value realization, contract simplification, and mutual outcomes.
• Structure renewal proposals that include multi-year options, price escalation clauses, and volume-based discounts.
• Partner with Legal, Deal Desk, and Finance to resolve non-standard contract terms and approvals.
• Ensure all renewal documentation is executed accurately and on time.

Risk Mitigation & Churn Prevention

• Identify at-risk accounts early and develop mitigation strategies in partnership with Customer Success, Sales, Legal, Finance, and Product.
• Escalate high-risk accounts appropriately, engaging executive sponsors and product teams as needed.
• Track and report on churn drivers, renewal blockers, and win/loss trends.

Expansion & Growth

• Identify upsell and cross-sell opportunities during the renewal motion and hand off to the appropriate Account Executive.
• Collaborate with Customer Success Managers to align on account health and expansion readiness ahead of renewals.

Operational Excellence

• Maintain clean and current data in Salesforce for all renewal opportunities, contacts, and activities.
• Adhere to renewal process standards and use CPQ/CLM tooling to drive consistent, scalable execution.
• Contribute to the continuous improvement of renewal playbooks, templates, and processes.

Here's what we're looking for...

• 3-6+ years of experience in SaaS renewals, account management, or customer success with a quota-carrying role.
• Proven track record managing a renewal book of business with ARR of $5M+.
• Strong negotiation skills with experience handling contract terms, pricing, and multi-year structures.
• Proficiency with Salesforce CRM and Clari; experience with CPQ or CLM tools is a plus.
• Solid understanding of key renewal and retention metrics: GRR, NRR, ARR, churn rate, logo retention.
• Excellent communication skills both written and verbal with the ability to engage C-suite stakeholders.
• High degree of organization and ability to manage 100+ renewal accounts simultaneously.

Here's what will give you an edge...
This role will be evaluated on the following metrics:

• Gross Renewal Rate with Price Increase (GRRw/PI), primary metric
• Net Revenue Retention (NRR)
• On-time renewal rate (100% of renewals closed on or before expiry)
• Forecast accuracy (within 5% of committed renewal ARR)
• Average days to close from initial outreach