Renewals Senior Manager

Fieldguide

1d•$160,000 - $185,000•Remote

About The Position

Fieldguide is seeking a Renewals Senior Manager to own the full renewal lifecycle for their customer base. This is a build-and-run role where you will establish processes, systems, and frameworks for the renewals function. You will manage outreach, risk triage, negotiation, and contract execution, while also building a rolling forecast and reporting on pipeline health. The role involves driving price increases, multi-year structures, and identifying expansion opportunities at renewal. You will collaborate closely with Customer Success Managers (CSMs) to identify and mitigate churn risks, and maintain accurate renewal data in HubSpot. Additionally, you will build the renewals playbook from scratch, define the KPI framework, design engagement models for different customer segments, and partner with Finance on forecasting. You will also implement AI-assisted workflows, serve as the internal expert on renewals best practices, and have the opportunity to hire and develop a team of Renewals Specialists as the function scales. This role requires strong cross-functional alignment, representing renewal risk in various meetings, partnering with Product on usage data, working with Finance on retention economics, and coordinating with Legal and Deal Desk. You will also be responsible for feeding customer signals back to Product and GTM leadership.

Requirements

7+ years in SaaS renewals, customer success, or commercial account management, with a track record of personally owning and hitting GRR/NRR targets
Have built a renewals function or motion from scratch — wrote your own playbooks; didn't inherit them
Strong commercial negotiator, comfortable leading high-stakes conversations at the CFO or executive level
Analytically fluent: can build a renewal forecast, segment a book of business by risk, and present cohort-level retention performance to leadership
CRM-proficient; HubSpot is strongly preferred, Salesforce is acceptable
Effective cross-functional operator who builds credibility through rigor and follow-through, able to influence Sales, Finance, and Legal without direct authority
Comfortable in a fast-moving environment where the playbook is still being written

Nice To Haves

Background in audit, accounting, or professional services, or experience selling to those firms
Experience in AI-native SaaS or with AI workflow tools (health scoring, churn prediction, automated renewal triggers)
Experience scaling a renewals function through a Series B or C inflection point
Prior people management experience is preferred but not required for the right candidate

Responsibilities

Manage the full renewal lifecycle for all accounts: outreach, risk triage, negotiation, and close
Maintain a rolling 90-120 day renewal forecast; report weekly on pipeline health, risk, and expected outcomes
Develop a data-driven renewal strategy for each account before entering any negotiation, factoring in customer health, usage trends, stakeholder dynamics, and risk
Lead commercial negotiations directly with customers, including executive-level conversations on multi-year and at-risk accounts
Drive price increases, multi-year structures, and expansion identification at contract renewal
Work closely with CSEs to identify churn signals early and build mitigation strategies
Maintain clean renewal data and pipeline hygiene in HubSpot
Build the renewals playbook from scratch: outreach cadences, escalation frameworks, negotiation guidelines, and segment-specific engagement models
Own the KPI framework for renewals — anchor it in leading indicators like MAU/WAU and consumption pacing, not just trailing metrics like GRR and NRR; establish the reporting cadence with Finance and CS leadership
Design tiered engagement models across Strategic, Enterprise, Mid-Market, and SMB customer segments
Partner with Finance on Available-to-Renew (ATR) tracking and integration into the ARR forecast
Implement AI-assisted workflows for health scoring, churn risk flagging, and renewal automation where appropriate
Be the go-to resource on renewals best practices internally, setting the standard for how Fieldguide approaches retention and expansion
Hire and develop a team of Renewals Specialists as the function scales
Represent renewal risk in deal reviews, QBRs, and exec-level revenue conversations
Partner with CSMs on health scores and churn signals
Work with Product to access and interpret usage data (MAU/WAU, entitlement pacing, feature adoption) and translate it into renewal risk signals and customer conversations
Work with Finance on cohort analysis, GRR/NRR attribution, and retention economics
Coordinate with Legal and Deal Desk on non-standard contract structures
Feed customer signals back to Product and GTM leadership: usage trends, objections, competitive pressure, value realization