Manager, Renewals Team
Vanta
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $189,000 - $222,000 per year
Job Level
Mid-LevelSenior
Tech Stack
SFDC
About the role
- Lead, coach, and develop a team of Renewal Specialists who manage a high volume of accounts in our early stage startup-focused segment.
- Set and enforce standards for operating rhythm, forecasting, pipeline hygiene, and customer communication.
- Own performance management for the team, including 1:1s, skill development, quarterly business reviews, and performance improvement plans as needed.
- Hire, onboard, and level-up future team members as the segment continues to scale.
- Own overall NRR & GDR, and on-time renewal rate for the <10 employee segment.
- Monitor segment retention trends and create strategic interventions that reduce churn and increase product adoption.
- Build playbooks that guide Specialists through proactive 270/90/30-day motions, expansion motion execution, mid-cycle changes, and risk mitigation.
- Partner with Revenue Leadership to set quarterly targets and ensure accuracy of team-wide forecasting.
- Establish a scalable renewal process that balances automation with high-touch engagement where required.
- Ensure the team executes all commercial workflows with accuracy, including quoting, contract adjustments, expansion motions, and exception requests.
- Partner with RevOps to streamline approval paths, improve system flows (SFDC, NUE), and remove friction for Specialists.
- Create reporting frameworks that surface insights on segment health, churn patterns, expansion signals, and rep efficiency.
- Work closely with Customer Success Advisory, Digital Success, and AM Leadership, to ensure consistent lifecycle messaging and coordinated escalation paths.
- Provide structured product feedback to Engineering, Product, and Design to improve in-product renewals, expansion journeys, and contract modification flows.
- Collaborate with Marketing and Enablement to build segment-relevant assets, talk tracks, and training resources.
- Serve as the escalation point for complex renewals, dissatisfied customers, or high-risk accounts.
- Ensure Specialists adopt a consultative approach that combines strong negotiation techniques with empathy and clarity.
- Raise emerging customer needs, competitive dynamics, or operational blockers to the broader organization.
Requirements
- 3–5+ years experience in SaaS renewals, account management, or customer success; 1–2+ years managing a quota-carrying or high-volume team.
- Proven track record of taking a new motion from 0-1 and using data & metrics to drive its success.
- Demonstrated success improving retention metrics, leading customer-facing teams, and implementing scalable processes.
- Excellent operational discipline: forecasting accuracy, CRM hygiene, and data-driven decision making.
- Strong communication skills — written, verbal, and visual — with the ability to align cross-functional stakeholders.
- Ability to coach reps on negotiation, prioritization, renewal strategy, customer empathy, and commercial rigor.
- Highly motivated, with a sense of urgency, adaptability, and a willingness to iterate in a fast-moving environment.
- Security and compliance experience is not required but highly desirable.
Benefits
- Industry-competitive compensation
- 100% covered medical, dental, and vision benefits with dependents coverage
- 16 weeks fully-paid parental Leave for all new parents
- Health & wellness and remote workplace stipends
- Family planning benefits through Carrot Fertility
- 401(k) matching
- Flexible work hours and location
- Open PTO policy
- 11 paid holidays in the US
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SaaS renewalsaccount managementcustomer successdata-driven decision makingforecasting accuracyCRM hygienenegotiation techniquesretention metricsperformance managementpipeline hygiene
Soft skills
coachingcommunication skillsoperational disciplineadaptabilityempathyurgencyconsultative approachcross-functional alignmentprioritizationcommercial rigor