Director, Renewals

Turn/River•San Francisco, CA

2d•Hybrid

About The Position

Turn/River Capital is a private equity firm that applies a proprietary growth engineering strategy to investing, partnering with software businesses to accelerate growth and build enduring value. The firm’s team of equal parts investors and operators provides hands-on operational support and the flexible capital to systematically scale marketing, sales and customer success at its portfolio companies. Founded in 2012 and based in San Francisco, Turn/River has $5.6bn in committed capital and invests globally with a focus on North America and Europe. Turn/River is seeking a Director, Renewals to work directly with the leadership teams at our portfolio companies to build and execute renewal sales strategies. This hire will focus on diagnosing where net revenue retention is leaking, deploying the systems that fix it, and installing those systems across 2–3 companies at a time. You will bring deep operating expertise in renewals and enterprise sales, with a track record of hitting and exceeding renewal revenue targets. You know how to read leading indicator trends—pipeline, win rates, deal velocity—and how those trends show up in revenue outcomes. You know how to rebuild a sales motion in small, repeatable steps and don’t rely on big overhaul changes to move the needle. You know how to experiment and fail fast. Because of these strengths, you are able to influence portfolio company leaders to take action and deploy your data-based ideas. This is a hands-on, high-impact role for someone who works through other people’s teams, thrives in ambiguity, and can move between diligence, strategy, and in-the-weeds execution in the same week.

Requirements

8+ years leading renewals, enterprise sales, or account management teams, with direct ownership of renewal revenue targets and quota attainment.
4+ years in B2B SaaS, with a demonstrable track record of building and scaling renewal sales motions — specific numbers: revenue targets hit, win rates achieved, expansion or retention improvements.
Ability to enter an unfamiliar business, diagnose the drivers of churn and renewal revenue leakage, and deploy proven sales tactics based on the needs and priorities of each customer base.
Demonstrated ability to influence without authority — driving change through leadership teams you don’t manage.
Depth in the sales and CRM tooling stack sufficient to evaluate, select, and implement systems, not just operate within them.

Responsibilities

Partner with Revenue and Sales leaders at 2-3 portfolio companies to diagnose renewal performance, identify pipeline gaps, and deploy prioritized, proven renewal sales tactics.
Install renewal sales best practices across portfolio companies — territory planning, account segmentation, coverage models, health scoring, qualification criteria, and renewal playbooks.
Define the renewal sales reporting and tracking layer: the metrics, dashboards, and cadence leadership uses to forecast and manage the business, and that Turn/River uses to measure progress.
Deploy and iterate renewal sales tactics and processes, including the scripts, collateral, playbooks, and enablement assets required to make them scalable and repeatable.
Contribute new playbooks and content to the Turn/River Renewals library so wins at one company become defaults across the portfolio.