Director, Sales Operations
About The Position
The Director, Renewal Sales Operations is responsible for owning and operationalizing the renewals motion for a $140M global book of business across Commercial and Enterprise customer segments and international territories. This role sits at the intersection of Sales, Finance, Customer Success, and RevOps, ensuring renewals performance is forecastable, visible, and optimized. This is a hands-on leadership role combining analytics, systems ownership, forecasting discipline, and executive-ready reporting. The role manages one Renewal Operations Analyst and serves as the single source of truth for renewals performance.
Requirements
- 10+ years in Sales Operations, Revenue Operations, or Renewals Operations within a B2B SaaS or cybersecurity software company
- Direct experience managing large-scale renewal motions ($100M+ book of business)
- Experience supporting global, multi-segment sales organizations (Commercial + Enterprise)
- Proven track record partnering with Sales, Finance, and Customer Success leaders
- Advanced Salesforce (SFDC) experience (renewals, opportunities, reporting, dashboards)
- Strong analytical skills with the ability to work with large, complex datasets
- Proficiency with Excel / Google Sheets; BI tools a plus
- Comfortable defining metrics, building models, and explaining results clearly
- Strong executive presence and presentation skills
- Ability to simplify complex data into clear narratives
- Confident operating with senior leadership (CRO, CFO, VP Sales)
- Experience managing and developing at least one direct report
Responsibilities
- Renewals Forecasting & Execution
- Own the renewals forecast process for Commercial and Enterprise segments across all regions
- Partner with Sales, Customer Success, and Finance to ensure forecast accuracy, timing, and risk visibility
- Establish and enforce forecast methodology, cadence, and inspection routines
- Identify early risk signals and escalation paths for at-risk renewals
- Analytics & Business Insights
- Analyze renewals performance across:
- Gross Retention Rate (GRR)
- Net Retention Rate (NRR)
- Uplift / Expansion Rates
- Renewal cycle times and churn drivers
- Segment performance by region, customer segment, product, and contract type
- Translate data into clear, actionable insights for leadership
- Salesforce (SFDC) Ownership
- Own SFDC renewals data integrity, reporting, and dashboards
- Ensure accurate account ownership, renewal opportunities, contract data, and territory alignment
- Partner with RevOps to improve renewals workflows, automation, and reporting
- Act as the subject-matter expert for renewals processes within SFDC
- Executive Reporting & Presentations
- Build and deliver executive-ready presentations for CRO, CFO, and Sales Leadership
- Present current-state renewals performance, risks, trends, and outlook
- Clearly articulate gaps vs plan and recommended actions
- Territory & Segment Support
- Support renewals coverage across:
- International territories
- Commercial customer segments
- Enterprise customer segments
- Ensure renewals capacity and coverage models align with customer complexity and contract value
- Team Leadership
- Manage and develop one Renewal Operations Analyst
- Set priorities, review outputs, and ensure high-quality analytics and reporting
- Drive continuous improvement in renewals operations maturity
Benefits
- Competitive Health Benefits
- Continuous Learning and Development Opportunities
- Team-Oriented, Collaborative, and Innovative Work Environment
- Regular Company Town Halls to Keep You Informed
- Opportunities for Career Growth and Advancement
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
