Senior Manager, Renewals

About the Role:

Reporting to our Director of Renewals, the Sr. Manager, Renewals is a critical leadership role responsible for setting the strategy and leading the team that drives commercial contract excellence and gross revenue retention (GRR) across Billtrust customers. You will lead, coach, and develop a team of renewal professionals and people leaders, and champion the use of AI tools and co-worker agents to prepare renewal strategies, analyze pricing and contract data, and surface risk early, while focusing your own expertise on renewal strategy, team performance, executive relationships, and high-stakes negotiations.

You will own the team’s end-to-end renewal process, from strategy creation through contract signature, across a book of assigned accounts, working closely with Sales and Customer Success and partnering with Legal, Deal Desk, Finance/Accounting, Product, and SalesOps. This year we are elevating our Renewals team to a proactive, strategic support model, and you will shape how it operates by defining the renewal strategy and playbooks, building the team’s capability, mitigating renewal risk early, and holding the team accountable for accurate renewal data in Salesforce.

What You’ll Do:

Theme 1: Team Leadership & AI-First Enablement

Lead, coach, and develop a team of renewal professionals and people leaders, setting clear goals, providing regular feedback, and building a high-performing, accountable team culture.

Drive AI adoption across the team by embedding AI tools and co-worker agents into daily renewal workflows, sharing best practices, and measuring the impact on productivity and forecast accuracy.

Manage team structure, capacity, and account coverage, and hire, onboard, and retain top renewals talent, building a leadership bench for the function.

Other duties as assigned.

Theme 2: Proactive Renewal Execution & Commercial Excellence

Own the GRR target and the team’s full contract renewal lifecycle, ensuring our standard process is initiated well in advance of expiration so renewals are on time and commercially sound.

Review and approve renewal strategies, pricing and contract analyses, and recommendations, and personally lead negotiations on strategic, escalated, and at-risk accounts with executive stakeholders.

Theme 3: Cross-Functional Partnership

Partner with Sales, Customer Success, Legal, Deal Desk, Finance/Accounting, Product, and SalesOps to ensure renewals are executed as planned and in line with company standards.

Enable consistent, value-anchored renewal conversations across the team with clear messaging, value articulation, and pricing rationale.

Theme 4: Reporting, Forecasting & Operational Efficiency

Own renewal performance reporting and forecasting, including renewal status and churn risk, and present insights to executive leadership to inform decisions and achieve retention rate goals.

Use AI-powered resources to identify patterns across the renewal portfolio, prioritize team focus, and continuously improve forecast accuracy.

Identify process gaps and drive operational improvements across the broader renewals function.

What You’ll Bring:

Required Skills:

8+ years of experience in renewals or account management roles in a B2B SaaS environment, including 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 driving AI adoption across a team or function, including building AI tools and co-worker agents into team workflows.

Proficient data analysis skills with experience tracking, reporting, and forecasting against renewal KPIs.

Strong cross-functional collaboration skills, working alongside Sales, CS, Finance, Legal, Deal Desk, Sales Ops, and leadership to align on strategy and execution.

Excellent written and verbal communication skills, with the ability to craft clear value messaging and pricing rationale for diverse audiences.

Preferred Skills:

Experience using CRM and renewal management platforms (e.g., Salesforce CPQ, 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.

The expected base salary range for this position is $103,000 - $145,000 annually.

Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.