Job Description Summary
The Senior Renewals Account Manager (SRAM) owns and leads renewals for a portfolio of high value, complex, and strategic software renewal ARR, often involving multi year, multi product, and contractually sophisticated agreements. This role is a critical control point for protecting and growing ARR as the company transitions to an ARR driven subscription business.
The SRAM acts as a senior commercial expert, deal leader, and role model within Renewals Account Management for the Americas region. In addition to leading the most complex renewals, this role remains hands on and execution oriented, stepping in wherever needed to ensure renewal outcomes, team continuity, and customer satisfaction.
Job Description
Essencial Responsibilities
- End-to-End Renewal Ownership: Manage the full lifecycle of complex strategic accounts, with direct accountability for Gross Revenue Retention (GRR) and identifying upsell/cross-sell opportunities.
- Proactive Engagement: Shift renewals from transactional events to proactive, long-term lifecycle engagements, managing risks 6–18 months in advance.
- Commercial & Contract Expertise: Act as a senior subject-matter expert in contract structures, non-standard pricing, indexation, and multi-year/multi-product scenarios.
- Complex Negotiation Leadership: Lead high-stakes negotiations involving complex frameworks, amendments, and legacy agreements to ensure commercially sound outcomes.
- Cross-Functional Collaboration: Partner closely with Legal, Sales, Finance, and Deal Desk to align renewal strategies with customer value and business objectives.
- Strategic Deal Management: Focus on large-scale renewals ($5M+ TCV) while maintaining the flexibility to support smaller deals when required to ensure overall portfolio success.
- Forecasting & Governance: Maintain accurate renewal forecasts and provide executive leadership with clear visibility into risks, scenarios, and mitigation plans.
- "Triangle Model" Alignment: Work alongside Sales, CSM, and Partner Management to coordinate seamless customer handoffs and expansion timing.
- GenAI Integration: Utilize Generative AI tools to enhance contract analysis, scenario modeling, forecasting, and communication efficiency.
- Mentorship & Process Improvement: Act as a role model and mentor for Renewal Account Managers (RAMs) while contributing to the refinement of negotiation playbooks and best practices.
Required Qualifications
- Extensive experience in renewals, commercial deal management, contract negotiation, or enterprise account management within a B2B software or SaaS environment.
- Deep expertise in contract structures, renewals frameworks, and commercial risk management.
- Proven track record leading complex renewal negotiations with senior customer stakeholders.
- Strong understanding of ARR economics, GRR/NRR, churn, and forecasting.
- Experience partnering closely with Sales, Legal, Finance, Deal Desk, and Operations teams.
- Strong analytical, organizational, and communication skills.
- Portuguese and English - fluent
- Spanish is a plus
Desired Characteristics
- Demonstrated experience managing or influencing large and complex deals ($10M+ TCV or equivalent).
- Experience supporting executive‑level customer negotiations.
- Exposure to global or regional strategic accounts.
- Strong commercial judgment with calm, credible negotiation presence.
- Customer‑centric mindset balanced with commercial rigor and risk awareness.
- Comfortable operating in ambiguity and high‑stakes environments.
- Hands‑on, execution‑oriented leader who takes ownership regardless of deal size.
- Collaborative, low‑ego approach focused on team and portfolio success.
- Curious and proactive in applying GenAI and automation to complex commercial work.
Additional Information
Relocation Assistance Provided: No
#LI-Remote - This is a remote position
