Global Head of Contract Management

Ashby•San Francisco, CA

About The Position

One of Ashby’s core principles is continuous improvement — exceptional customer experiences are built through principled systems, strategic vision, and disciplined execution at scale. When you combine that with our principle of caring deeply about our customers, we're continuously thinking 'what's a better way to accomplish this'. This is one of the reasons we're thrilled to be hiring a Global Head of Contract Management to lead our post-sales renewal engine; helping us scale with discipline, operational rigor, and a consistently high bar for the customer experience. Ashby’s growth, retention, and customer trust are best-in-class. We serve thousands of customers, from early-stage startups to sophisticated enterprise organizations, and our Net Revenue Retention (NRR) is a critical driver of our business. As we continue to scale, Contract Management plays a pivotal role in enabling expansion while maintaining a transparent customer experience. This role is a senior, revenue-critical leadership position responsible for building and scaling Ashby’s global renewal function. About the Role As the Global Head of Contract Management, you will own Ashby’s renewal engine across all customer segments and lead a centralized, global team of Contract Managers. Your mandate is to drive NRR while maintaining strong pricing discipline, rigorous renewal forecasting, and a transparent, principled commercial experience for our customers. You will partner closely across Customer Success, Sales, Finance, Legal, and Revenue Operations to build the systems, processes, and team required to support our increasingly sophisticated customer base. A core element of this role is hiring and scaling the team — setting clear expectations, inspecting outcomes, coaching toward excellence, and maintaining a consistently high performance bar as we grow. This role reports directly to the VP of Customer Success and operates with significant executive visibility.

Requirements

Are a post-sales revenue leader with experience owning renewals, retention, and NRR in a scaling B2B SaaS environment (ideally Series D or beyond). This could include experience leading an Account Management function, Renewals or Contract Management team.
Have deep experience hiring, coaching, and driving performance management – you are comfortable setting a high bar, giving direct feedback, and working toward excellence
Think in systems, not one-off solutions, and enjoy building scalable commercial frameworks
Excel at cross-functional partnership, especially with Sales, Finance, Legal, and RevOps
Balance customer empathy with business rigor, believing great commercial experiences are transparent, principled, and fair

Responsibilities

Lead & Scale a High Performing Contract Management Organization
Lead and scale a centralized global Contract Management team (currently 6, will be 9 within the next quarter, growing to ~15+ within 12 months)
Hire, coach, and develop managers and individual contributors, evolving our current role definitions, performance standards, and career paths
Further refine performance metrics and accountability mechanisms tied directly to NRR, GRR, forecast accuracy, and pricing discipline
Foster a culture of ownership, accountability, and principled decision-making
Surface renewal insights that inform go-to-market strategy, pricing decisions, and customer lifecycle improvements
Own Global Renewal Outcomes
Own renewal outcomes across all customer segments, including retention, seat growth, and expansion at renewal, with NRR as the primary success metric
Ensure renewals are executed consistently and predictably, aligned with long-term customer and business value
Partner closely with Sales to coordinate expansion opportunities at renewal, including upgrades across pricing tiers (e.g. Plus to Enterprise)
Own the evolution of renewal tooling, workflows, and forecasting rigor, ensuring accurate renewal projections and clear visibility into NRR performance
Build scalable renewal processes cross functionally that support Ashby’s growth while maintaining a high-quality commercial experience
Evolve Commercial Policy & Pricing Discipline
Partner with Revenue Operations, Finance, Contract Strategy, and Sales to maintain our current high standards with regard to pricing guardrails, discounting frameworks, and approval workflows
Maintain consistency and rigor in commercial decisions while enabling thoughtful flexibility when warranted
Uphold Ashby’s strong pricing discipline as we continue to scale upmarket
Enable Enterprise Renewals
As needed, oversee complex renewal motions, including multi-year agreements, procurement-heavy renewals, and custom MSAs (in close partnership with Legal)
Ensure the team can confidently lead enterprise renewal negotiations, including procurement processes, non-standard terms, and executive stakeholder alignment