Description

The Enterprise Renewal Manager is responsible for negotiating and structuring renewal contracts for large enterprise customers, managing territories representing $30-50M in annual contract revenue. This role requires strong business acumen and negotiation skills to navigate complex stakeholder environments, evaluate contract structures and commercial terms, and develop renewal strategies that support retention, revenue growth, and long-term customer relationships. The Renewal Manager is responsible for executing binding renewal decisions, structuring pricing frameworks, and recommending strategic account investments that directly impact enterprise customer retention and territory profitability.

Responsibilities

Enterprise Negotiation & Renewal Strategy

• Manage a diverse customer portfolio with concurrent renewal cycles and varying strategic priorities, maintaining depth of engagement across all accounts

• Manage complex contract negotiation processes, structuring multi-year agreements that reflect competitive market dynamics while protecting company economics

• Develop sophisticated renewal strategies that anticipate organizational changes, procurement cycles, and budget constraints within each enterprise customer

• Propose renewal terms, pricing structures, volume commitments, and custom contract provisions based on customer financial position, competitive threats, and strategic importance

• Analyze competitive positioning and market conditions within each account to inform negotiation approach, pricing strategy, and long-term deal structure

Enterprise Revenue Management & Expansion

• Achieve dollar and unit retention targets through targeted renewal strategy, demonstrating expertise in enterprise customer dynamics and procurement processes

• Navigate complex enterprise procurement environments, managing multiple decision-makers and competing priorities to close renewal negotiations

• In partnership with account team (account manager), identify and structure expansion opportunities (product reach, module adoption, license count) and present business cases to customer stakeholders

• Analyze customer financial performance, organizational changes, and strategic initiatives to assess renewal risk and identify proactive intervention opportunities

• Manage contract economics across large, complex accounts by strategically applying discounts, volume commitments, and implementation support to optimize territory margin while maintaining competitive positioning

Professional Practice & Enterprise Leadership

• Maintain account intelligence, competitive assessments, and negotiation documentation to inform decision-making and provide management visibility into territory strategy

• Confidently engage with C-suite, procurement, and legal stakeholders during complex enterprise renewals to understand priorities and navigate the renewal process

• Partner across UKG's cross-functional teams to coordinate renewal strategy and ensure consistent customer messaging

• Serve as subject matter expert on contract structures, commercial terms, and market standards within the enterprise HR/Payroll space

Qualifications

Required Qualifications

• Bachelor's degree or equivalent experience

• 6+ years of professional experience negotiating and managing enterprise software renewals, contracts, or accounts

• Demonstrated expertise navigating complex enterprise procurement environments with multiple stakeholders and decision-makers

• Proven negotiation skills in structuring and closing complex multi-year enterprise agreements

• Strong analytical and commercial acumen with ability to evaluate customer financial position, competitive threats, and deal economics

• Proven ability to build and maintain executive-level customer relationships and influence outcomes across organizations

Preferred Qualifications

• Experience managing customer territories or revenue responsibility in enterprise software/SaaS environments
• Deep familiarity with HR/Payroll software solutions, market dynamics, and competitive positioning within the enterprise space
• Background in contract negotiation, legal, procurement, or business strategy

• Track record of managing large account renewals ($50M+ in revenue) or enterprise customer expansion

• Experience in solution-based selling and structuring value-based commercial agreements

• Knowledge of enterprise HR/Payroll market, key competitors, and industry trends

• Experience with predictive analytics, customer financial modeling, or buyer decision-making processes

Where We're Going

Enterprise renewals is the most defensible and profitable revenue stream in our business. This role places you at the center of that strategic work, with direct accountability for $30-50M in annual recurring revenue. You will develop recognized expertise in enterprise contract negotiation, establishing yourself as a trusted advisor to both executive customers and our internal leadership team. This is an opportunity to deepen your impact as a negotiator, shape strategy across the organization, and directly influence how we win-and retain-our most important customer partnerships.

The pay range for this position is $80,808 to $116,147. The actual base pay offered may vary depending on skills, experience, job-related knowledge and work location. In addition to base pay, employees may be eligible to participate in a performance-based bonus plan and to receive restricted stock unit awards as part of total compensation. Learn more about UKG's benefits and rewards at https://www.ukg.com/about-us/careers/benefits