Renewals and Commercial Operations Manager

Glia

7d

About The Position

Glia is seeking a commercially driven Renewals and Commercial Operations Manager to lead and optimize its end-to-end customer renewal strategy and drive commercial operations. The role serves as the commercial anchor for enterprise customers, leading contract negotiations, protecting recurring revenue, and structuring multi-year partnerships. Working with account teams, Revenue Operations, and executive leadership, the manager owns commercial execution of renewals, proactive amendments, and downsell mitigation.

The role also leads operational initiatives such as streamlining enterprise contracting frameworks, managing agreement lifecycles across channels, and using AI-driven workflows and telemetry data to inform pricing strategies. The manager partners with Customer Success and Account Executives, maintains accurate Salesforce records and executive forecasts, and builds reusable commercial playbooks. Minimal travel of up to 15% may be required for key client negotiations or team sessions.

Requirements

• 10 or more years of professional experience in SaaS renewals management, commercial account management, deal desk, or customer success, with direct commercial quota ownership.
• Demonstrated success negotiating complex, multi-year enterprise SaaS contracts, redlines, Master Services Agreements, and creative deal restructures.
• Strong background in Revenue Operations alignment, deal desk workflows, usage telemetry analysis, and using AI or data-automation tools for forecasting and decision-making.
• Outstanding verbal and written communication skills, with the ability to negotiate with procurement decision-makers and collaborate effectively with internal account teams.
• Bachelor’s degree required.
• Minimal travel may be required, up to 15% for key client negotiations or team sessions.

Nice To Haves

• Experience with banks, credit unions, or financial services institutions, including familiarity with their procurement cycles, compliance requirements, and vendor-management hurdles.
• MBA.

Responsibilities

• Lead enterprise renewal negotiations, including contract terms, pricing structures, Master Services Agreements, and order forms; work directly with client procurement, legal counsel, and executive buyers to close renewals on time.
• Monitor contract schedules, identify renewal risks, assess usage telemetry, and execute pull-forward strategies to smooth annual renewal exposure.
• Lead commercial save plays for at-risk accounts, structuring commercial terms, revised packaging, and multi-year frameworks to protect baseline revenue.
• Oversee strategic commercial operations, streamline contracting models and multi-channel agreement processes, and align with Finance and Revenue Operations on billing terms and CRM data quality.
• Manage contractual uplifts and execute add-on SKUs or capacity expansions during renewals while maintaining pricing discipline.
• Partner with Banking AI Advisors in Customer Success and Account Executives, clarify engagement responsibilities, route net-new expansion opportunities to Sales, and retain ownership of base renewals.
• Use AI tools and commercial analytics for predictive churn modeling, contract abstraction, pipeline forecasting, and value-based pricing discussions.
• Maintain Salesforce data hygiene, tracking commercial ownership, contract milestones, renewal health stages, and pipeline timelines to provide leadership with predictable gross retention forecasts.
• Develop standardized commercial frameworks, negotiation guidelines, automated renewal workflows, and organizational best practices.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior