Senior Manager, Renewals

Billtrust US Careers

3h • $103,000 - $145,000

About The Position

The Senior Manager, Renewals reports to the Director of Renewals and is responsible for setting strategy and leading the team that drives commercial contract excellence and gross revenue retention (GRR) across Billtrust customers. The role leads, coaches, and develops renewal professionals and people leaders, and champions the use of AI tools and co-worker agents to prepare renewal strategies, analyze pricing and contract data, and identify risks early. The position focuses on renewal strategy, team performance, executive relationships, and high-stakes negotiations.

The role owns the team's end-to-end renewal process, from strategy creation through contract signature, across assigned accounts. It partners with Sales and Customer Success and works with Legal, Deal Desk, Finance/Accounting, Product, and SalesOps. The Senior Manager will shape a proactive, strategic renewals model by defining strategy and playbooks, building team capability, mitigating risk early, and ensuring accurate renewal data in Salesforce.

Requirements

• 8+ years of experience in renewals or account management roles in a B2B SaaS environment.
• 3+ years leading teams and/or managing people leaders.
• Demonstrated ability to lead a large book of renewals from initiation through close, including complex pricing and term negotiations and executive stakeholder communication.
• Track record of driving AI adoption across a team or function, including incorporating AI tools and co-worker agents into team workflows.
• Proficient data analysis skills and experience tracking, reporting, and forecasting against renewal KPIs.
• Strong cross-functional collaboration skills, including working with Sales, Customer Success, Finance, Legal, Deal Desk, Sales Ops, and leadership.
• Excellent written and verbal communication skills, including the ability to develop clear value messaging and pricing rationale for diverse audiences.

Nice To Haves

• Experience using CRM and renewal management platforms, such as Salesforce CPQ and Clari, for pipeline management and forecasting.
• Experience designing AI-assisted workflows or co-worker agents that improve team efficiency and forecast accuracy.
• Experience hiring and building renewals or account management teams.
• Background in fintech, payments, or accounts receivable software.

Responsibilities

• Lead, coach, and develop renewal professionals and people leaders; set goals, provide feedback, and build an accountable, high-performing team culture.
• Embed AI tools and co-worker agents into daily renewal workflows, share best practices, and measure their effect on productivity and forecast accuracy.
• Manage team structure, capacity, and account coverage; hire, onboard, and retain renewals talent and build a leadership bench.
• Own the GRR target and the full contract renewal lifecycle, ensuring the standard process begins well before contract expiration and renewals are completed on time and on commercially sound terms.
• Review and approve renewal strategies, pricing and contract analyses, and recommendations.
• Personally lead negotiations for strategic, escalated, and at-risk accounts with executive stakeholders.
• Partner with Sales, Customer Success, Legal, Deal Desk, Finance/Accounting, Product, and SalesOps to execute renewals as planned and in accordance with company standards.
• Enable consistent, value-anchored renewal conversations through clear messaging, value articulation, and pricing rationale.
• Own renewal performance reporting and forecasting, including renewal status and churn risk, and present insights to executive leadership.
• Use AI-powered resources to identify portfolio patterns, prioritize team focus, and improve forecast accuracy.
• Identify process gaps and drive operational improvements across the renewals function.
• Perform other duties as assigned.

Benefits

• Comprehensive health coverage
• Competitive retirement
• Generous PTO
• Parental leave
• Flexible work options
• Investment in professional development
• Some roles may qualify for equity, commissions, or other variable performance-related bonuses.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed