Business Operations Principal, Renewals

Zendesk•US - Texas - Fully Flexible, TX

9d•$178,000 - $266,000•Hybrid

About The Position

At Zendesk, we believe the future of customer success is rooted in human connection, driven by insight, and amplified by operational excellence. We are looking for a Strategy & Analytics Partner within our Data and Insights group to serve as the primary architect and orchestrator for our Global Renewals organization. In this high-impact role, you will be the primary business partner to our VP of Renewals, bridging the gap between frontline renewal management and strategic execution. You aren't just managing tasks; you are designing the "connective tissue" that ensures our Renewals team hits its objectives, Gross Retention Rate (GRR), and revenue outcomes through sophisticated data insights and robust process development. Your focus will be on maximizing the retention of Annual Recurring Revenue (ARR), providing deep insights into churn and contraction, and building sophisticated models to set and track targets for GRR and Churn & Contraction (C+C).

Requirements

7-10+ years in Strategy & Operations within a high-growth B2B SaaS environment with a multi-product portfolio.
Deep understanding of the Renewals lifecycle, specifically ARR, GRR, NRR, and churn dynamics, alongside experience in contract negotiation workflows.
You can balance big-picture goals with the disciplined execution of detailed tasks, translating complex data into clear strategic narratives for executive leadership.
High level of comfort with Salesforce (SFDC) for managing renewal cycles.
Proficiency in using forecasting systems like Clari or Gong and experience with AI/ML tools for predictive analytics.
Proficiency in SQL, Excel/Sheets, and BI tools (Looker or Tableau preferred).

Responsibilities

Act as the primary business partner to the VP of Renewals, providing data-driven recommendations to improve retention strategies and global operational efficiency.
Build and maintain robust forecasting models for renewals, GRR, and C+C.
Predict churn and contraction with high accuracy to inform executive decision-making, utilizing systems and tools such as Clari or Gong to drive visibility into the renewal pipeline.
Lead the strategic process for setting quarterly and annual renewal targets, ensuring alignment with overall company financial goals and revenue integrity.
Deeply understand and improve internal team processes for contract negotiation and renewal management within Salesforce (SFDC).
Leverage AI and advanced analytical tools to automate forecasting, identify at-risk accounts, and optimize renewal workflows to move from "reactive firefighting" to proactive execution.
Consolidate complex, multi-source data sets into unified, actionable dashboards that provide visibility into pipeline health and attainment.