Togetherwork

Director of Upgrades – Strategic Renewals

Togetherwork

full-time

Posted on:

Location Type: Hybrid

Location: Austin • Texas • United States

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Job Level

Lead

About the role

  • Design and execute a structured program to move customers to current versions of Fonteva, including multi-year upgrade offers (minimum three years, five preferred) tied to Payments adoption.
  • Build compelling, cost-effective upgrade packages by collaborating with Product, Services, and System Integrators to remove friction and drive adoption.
  • Run the deal desk for all Fonteva renewals, ensuring consistency in pricing, terms, upgrade incentives, and strategic alignment.
  • Learn and co-present with Account Managers the value of upgrading to current versions and adopting Payments 3.0, articulating financial, operational, and technical benefits.
  • Develop and structure a recurring maintenance services offering designed to keep customers current with patches and supported versions, increasing predictable ARR.
  • Execute a structured approach to minimizing legacy versions, including fee adjustments, end-of-life policies, and strategic incentives to accelerate upgrades.
  • Partner with SIs to enhance migration skills and co-develop financial offers, including potential cost offsets to accelerate upgrade adoption.
  • Build and manage structured SI referral programs to increase both Fonteva and broader Nonprofit pipeline.
  • Drive measurable increases in contracted ARR through structured upgrade motions and SI-driven referrals.

Requirements

  • 3–5+ years of experience in Account Management, Renewals, Revenue Operations, or Strategic Sales roles (5+ preferred).
  • Experience structuring complex, multi-year SaaS agreements and renewal negotiations.
  • Strong understanding of ARR models, pricing strategy, and contract structuring.
  • Proven ability to collaborate cross-functionally across Product, Services, Finance, and Sales teams.
  • Experience working with or alongside System Integrators and partner ecosystems.
  • Strong executive communication and presentation skills.
  • Ability to balance strategic program design with hands-on deal execution.
Benefits
  • Medical, dental, and vision insurance options
  • 100% employer-paid short- and long-term disability
  • Basic Life Insurance
  • 401(k) with 100% company match up to 4%
  • Flexible paid personal and vacation time built on mutual trust and accountability
  • 10 sick days annually
  • 10 company-paid holidays
  • 6 weeks paid parental leave
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SaaS agreementsrenewal negotiationspricing strategycontract structuringPayments adoptionupgrade packagesmaintenance services offeringlegacy version managementARR modelsfinancial offers
Soft Skills
collaborationexecutive communicationpresentation skillsstrategic program designhands-on executioncross-functional teamworkcustomer engagementproblem-solvingrelationship managementnegotiation