VP, Renewals Americas

Clearwater positions open to candidates located in greater Tampa Bay area.

This role leads the Americas Renewals organization, setting renewal strategy, pricing governance, and OKRs while developing and coaching Directors on selling strategies. The role is a senior escalation point for customers on renewal and pricing issues, and drives alignment between CSM, Sales, Marketing, HR, and other divisions of the organization. It owns accountability for pipeline health, CRM discipline, and production targets across teams. The VP also makes final calls on hiring, performance management, and promotions within the organization.

Responsibilities:

Influence the overall renewal strategy and quota framework for the Renewal Specialist organization

Partner with RevOps and Finance to translate company revenue and retention targets into team-level goals

Direct cross-functional processes between Renewal Specialist Directors and CSM leadership to align on renewal strategy, upsell/cross-sell coordination, and bookings maximization across the portfolio

Coach Directors on selling strategies, negotiation tactics, and objection handling, and coordinate with Revenue Enablement team to ensure that coaching cascades effectively to individual Renewal Specialists

Influence pricing strategy and governance, ensuring approaches used across teams meet company standards, policy, and approval procedures

Lead pipeline and forecast reviews with Directors, and report renewal forecasts, risks, and results to leadership (SVP Global Renewals and above)

Establish and enforce CRM data integrity standards across all Renewal Specialist teams, holding Directors accountable for opportunity hygiene

Build, scale, and continuously improve a high-performing multi-team Renewal Specialist organization, overseeing daily, weekly, monthly, and quarterly production against targets

Analyze cross-team statistics, reporting, and dashboards to identify systemic trends, risks, and opportunities requiring corrective action or process change

Serve as the senior management escalation point for renewal, pricing, and customer issues that Directors cannot resolve

Set and manage OKRs across the Renewal Specialist function, cascading goals down through Directors to individual contributors

Cultivate and sustain strategic relationships with executive-level stakeholders at customer organizations.

Drive a referral and cross-sell culture across all RS teams, partnering with Sales and CS leadership to capture cross-sell pipeline

Ensure consistent communication and understanding of policies and procedures across all Directors and their teams

Identify underperformance trends across teams and guide Directors in developing and managing Personal Success Plans

Make final recommendations and decisions on hiring, terminations, discipline, and promotions across the Renewal Specialist organization, in partnership with HR

Develop and mentor Renewal Specialist Directors, building their leadership and coaching capability

Partner with Sales, Marketing, and Finance leadership on renewal forecasting, pricing policy, and go-to-market alignment

Identify and champion process improvements, tooling, and automation to scale renewal operations efficiently

Represent the Renewal Specialist function in executive and cross-departmental planning discussions

Provide genuine recommendations as to the hiring, firing, promotion, and discipline of subordinate employees to which the Company gives significant weight

Qualifications:

Bachelor’s degree preferred

Experience with Gmail and Google Docs

Experience with MS Office (Word and Excel) Physical Demands

Experience with web browsers (Chrome, Internet Explorer, etc.)

Experience with Claude

10+ years sales experience

5+ years managing customers within a SaaS subscription model

3+ years managing relationships with Enterprise-sized organizations

Previous VP+ level management experience preferred

Familiarity with standard concepts, practices and procedures within the IT Security Field

Experience with Salesforce or other CRM preferred

Strong passion for driving customer satisfaction and growth

Strong understanding of financial and operational levers in a SaaS recurring revenue business model

Strong verbal and written communications

Excellent time management, prioritization and organization skills

Strong collaborative and team work skills

Ability to build rapport with customers via phone, email and video conferencing

Strong critical thinking skills

High energy with ability to inspire and motivate teams to exceed targets

Strong ability to manage and build high performing teams

Self-motivated with ability to work with minimal supervision