Manager, Renewals

Where you’ll work:

Sales at GoTo 

At GoTo, our Sales team connects businesses and people with technology solutions that simplify and empower daily life. We continually improve our approach by using innovation and practical AI to help you find new opportunities, personalize outreach, and deliver results for our customers and partners. Here, you’ll use creative problem-solving and data-driven insights to prospect effectively and match our solutions to each unique need. Join our team, where your ideas and ambition help us better support our customers and shape GoTo’s future.     

Your Day to Day
As a Manager, Renewals you would be working on:

• Team Leadership & Coaching — Lead and develop a team of Renewal Representatives through consistent coaching including 1:1s, deal reviews, and call coaching to help each team member improve performance and sales effectiveness.
• Renewal Revenue Performance — Drive the team to exceed monthly, quarterly, and annual retention revenue targets while managing the full renewal cycle including pipeline health, deal negotiation, and closing strategies.
• Forecasting & Performance Management — Monitor sales activity, analyze key performance indicators, and maintain accurate pipeline and forecasting to ensure predictable renewal revenue and accountability across the team.
• Cross‑Functional Collaboration & Engagement — Partner with teams across sales, marketing, customer care, legal and finance to remove obstacles, improve efficiency, and ensure strong renewal strategies across the region while keeping the team motivated and engaged.

What We're Looking For
As a Manager, Renewals, your background will look like:

• Customer Relationship & Renewals Ownership — Proven track record of consistently building customer relationships and successfully owning, driving, and leading the renewals process
• Net Revenue Retention & Expansion — Demonstrated, consistent success tied to net revenue retention and customer account expansion goals
• Relationship Building & Adaptability — Excellent relationship building and renewal engagement skills; self-motivated and history of thriving and leading a team in a rapidly-changing environment
• Team Leadership & Development — Established leadership skills; ability to perform hiring, training, & drive optimum performance of renewal representatives
• Cross-Functional Collaboration — History of having worked cross functionally with sales, customer success, support, marketing, operations, legal and finance to establish plans to achieve renewal targets across the globe
• Sales-Focused Mindset & Value-Based Selling — Proven ability to lead and coach teams away from price-driven conversations and toward value-based selling, including articulating ROI, product impact, and business outcomes to reinforce the customer's decision to renew and expand
• Value Positioning Throughout the Renewal Cycle — Demonstrated ability to position and communicate value throughout the renewal cycle, leveraging customer usage data, success metrics, and business goals to build compelling cases for renewal that go beyond price and focus on long-term partnership and solution fit
• Complex Renewal Cycle Navigation — Proven experience navigating complex, multi-stakeholder renewal cycles with contract values ranging from $50K to $1M+, including managing extended negotiation timelines, multi-year deal structuring, and executive-level engagement to drive deals to close
• High-Complexity Negotiation Leadership — Demonstrated ability to lead and coach renewal teams through high-complexity negotiations, including managing competing priorities across legal, finance, and procurement stakeholders while maintaining strong customer relationships and protecting revenue
• Procurement & Stakeholder Engagement — Deep experience engaging with procurement teams and business stakeholders throughout the renewal process, including navigating vendor review processes, RFP responses, pricing justification, and contract redlines, while aligning internal teams to deliver timely, compelling responses that accelerate deal closure
• Enterprise & Channel Renewal Execution — Track record of developing and executing renewal strategies for enterprise and mid-market accounts, balancing urgency with relationship preservation to successfully renew at or above existing contract value across a diverse book of business, including deals facilitated through regional resellers, partners, and distributors, requiring the ability to manage multi-party relationships, align channel incentives, and coordinate across both the end customer and channel partner to ensure seamless renewal execution
• Management Experience — Minimum 3 years management experience (history with renewals a plus)

What We Offer 

At GoTo, we care about helping our people succeed at work and feel supported in life. Our employee benefits and programs are designed to support your well-being, growth, and sense of belonging. Here's what you can expect as part of our team:

·         Comprehensive health benefits

·         Generous paid time off, including paid holidays, volunteer days, quarterly self-care days, and company-designated no-meeting days 

·         Tuition reimbursement and access to instructor-led and on-demand learning and development programs

·         The Thrive Global Wellness Program, a confidential Employee Assistance Program (EAP), a wellness app and one-on-one wellness coaching 

·         Employee-led communities and programs, including Employee Resource Groups (ERGs), GoTo Gives, and charitable matching

We work hard to create an environment where everyone feels welcome, respected, and able to contribute. Building a culture of belonging isn't just something we talk about - it's part of how we work every day.

Specific benefits and offerings may vary by country in line with local regulations and market practices.

At GoTo, you’ll find the flexibility, resources, and support you need to thrive—at work, at home, and everywhere in between. You’ll work towards a shared goal with an open-minded, cohesive team that’s greater than the sum of its parts. We’re committed to creating an inclusive space for everyone, because we know unique perspectives make us a stronger company and community. Join us and be part of a company that invests in your future, where together we’ll Be Real, Think Big, Move Fast, Keep Growing, and stay Customer Obsessed. Learn more.