Director, AMER Renewals

Omnissa•Atlanta, GA

6d•$193,688 - $322,813•Hybrid

About The Position

As a Director, Americas Renewals, you will be responsible for maximizing customer retention, minimizing churn and erosion, and driving overall revenue growth. This role involves strategic leadership, revenue forecasting, risk management, operational excellence, team management, and collaboration across various internal teams. The scope covers Americas renewals (US, Canada, LATAM) across all segments (premier, strategic, and corporate), managing a team of approximately 30 members.

Requirements

8 to 10+ years of experience in SaaS renewals, account management or customer success.
3 to 5 years in a senior leadership role with direct responsibility for renewals or customer retention.
Leadership experience managing co-located and remote team members across multiple time zones.
A key understanding of subscription metrics such as Annual Recurring Revenue (ARR), In Quarter Renewal Rate (IQRR), Final Renewal Rate (FRR) and Gross Retention Rate (GRR).
A proven track record in leading a high volume, high value, enterprise level negotiations, as well as a view on optimizing long tail renewals.
Strong systems proficiency, specifically SFDC, Clari and Tableau
Advanced communication skills including negotiation, influence and executive level
Willingness to travel to Atlanta 2 – 3 times quarterly if not co-located with the team.
Bachelor’s degree in business, marketing, or a related field (or equivalent experience).

Responsibilities

Define renewal strategies, develop playbooks, and align team objectives with broader company revenue goals.
Work across premier, strategic and corporate customer segments, catering playbooks to their unique needs.
Maintain a high accuracy of forecast along with consistent pipeline management.
Provide executive level feedback and insights into renewal performance, risk indicators and opportunities for growth.
Proactively identify at-risk accounts well before contract expiry date.
Develop churn and erosion mitigation plans, working closely with other internal stakeholders.
Establish operational cadences for forecasting, pipeline hygiene and performance reviews.
Collaborate with Revenue Operations to streamline workflows and identify reporting needs to optimize productivity.
Hire, train and mentor renewal managers and specialists, building skills for complex commercial negotiations, license structures, competitive pressures and conflict resolution.
Foster a culture of accountability, driving results and skill building.
Partner closely with field sales, revenue operations, finance, legal, customer success and other teams to drive optimal customer outcomes.