Senior Renewals Representative

BlueVoyant•Remote, US,

5d•Remote

About The Position

BlueVoyant is seeking a Senior Renewals Representative to build its renewals function from the ground up while managing and closing a portfolio of strategic renewals. This fully remote role combines hands-on renewal ownership with coaching and cross-functional leadership. The representative will design and drive the processes, playbooks, forecasting, and systems needed to make renewals a predictable, scalable source of retained and expanded revenue. The role works closely with Sales leadership, Customer Success, Client Executives, Deal Desk, Revenue Operations, Finance, Legal, and channel partners, and helps shape the team as it grows. The position is responsible for designing the end-to-end renewals motion, including ownership and handoff rules, playbooks, Salesforce and CPQ workflows, forecasting, metrics, customer health and risk frameworks, and pricing and discounting guardrails. It also owns complex renewals through quoting, negotiation, documentation, booking, and handoff, while identifying expansion opportunities and coordinating with channel partners. As a senior player-coach, the role shares expertise, supports onboarding and hiring, leads forecast and pipeline reviews, and conveys customer and churn insights to internal teams. The role is remote in the United States. The posting states that employees must be authorized to work in the United States and identifies U.S. citizenship as required in connection with certain federal-contract work. A bachelor's degree or equivalent professional experience is expected. BlueVoyant describes itself as an AI-driven cybersecurity company that protects organizations from cyber threats and is committed to a workplace where talented people are empowered to contribute to its mission.

Requirements

At least 6 years of experience in renewals, account management, or B2B SaaS/subscription sales, including at least 3 years focused on renewals.
Hands-on experience building or significantly scaling a renewals process, function, or team.
Deep operational knowledge of renewals, including process design, forecasting, CRM workflows, pricing and uplift strategy, and retention metrics such as GRR and NRR.
A record of meeting or exceeding renewal and retention targets while carrying a quota.
Experience coaching or mentoring peers, or informally leading a team, without formal people-management authority.
Strong commercial skills in pricing, quoting, and negotiating complex, multi-year subscription agreements.
Advanced proficiency with Salesforce and CPQ tools.
Ability to work through ambiguity and create structure, with a hands-on approach.
Strong analytical skills and ability to turn data into clear recommendations for leadership.
Excellent verbal and written communication skills and confidence with executive stakeholders internally and with customers.
Bachelor's degree or equivalent professional experience.
Authorization to work in the United States; U.S. citizenship is required for work on certain federal contracts, subject to verification.

Nice To Haves

Experience in cybersecurity, MDR, or managed security services; described as strongly preferred.
Experience with Gainsight, Clari, or similar platforms.
Experience with consumption-based pricing models, such as per-endpoint, data ingested (GB/day), or per-user pricing.

Responsibilities

Design and implement the end-to-end renewals process, from early engagement 120 or more days before renewal through signature, booking, and handoff.
Define ownership and rules of engagement among Renewals, Customer Success, Client Executives, and channel partners, including handoffs for at-risk accounts and expansion opportunities.
Create and document renewal playbooks covering engagement timelines, price uplift and multi-year strategies, co-termination, true-ups, and objection handling related to MDR value and pricing compared with an in-house SOC.
Partner with Revenue Operations to configure renewal opportunities, stages, fields, and automation in Salesforce and CPQ, and establish data-hygiene standards.
Establish the renewals forecasting method and cadence, with visibility into gross and net revenue retention.
Define and report core renewal KPIs, including GRR, NRR, on-time renewal rate, churn and downsell reasons, and achieved uplift.
Build a customer health and risk framework with Customer Success using MDR service data, including alert volume, false-positive rates, time-to-resolution, and product adoption.
Set renewal pricing and discounting guardrails and approval paths with Deal Desk, Finance, and Legal.
Identify gaps in tools, data, and processes and recommend improvements as the function scales.
Manage a portfolio of strategic and complex renewals and deliver quarterly and annual bookings and retention targets.
Run the full renewal cycle by confirming scope, pricing, and timelines; preparing quotes; and negotiating terms, including multi-year agreements, price increases, true-ups, and payment terms.
Lead value conversations with IT and security leaders using service outcomes and business impact.
Work with Deal Desk, Legal, and Finance to process order forms, MSAs, and SLAs.
Coordinate with channel and distribution partners on partner-sourced renewals.
Identify expansion opportunities and partner with Client Executives on upsell and cross-sell.
Coach colleagues on renewal process, deal strategy, and negotiation as the organization's renewals expert.
Help onboard and ramp future renewals hires and contribute to hiring, territory design, and compensation recommendations.
Lead renewals forecast and pipeline reviews and provide Sales and executive leadership with clear updates on risks and outcomes.
Share customer feedback and churn insights with Product, Service Delivery, and Customer Success to improve retention.