The Dolby Cloud Solutions organization builds technologies and innovations that easily integrate into service providers' infrastructure to make content experiences more effective, meaningful, and engaging for consumers.
About Dolby OptiView
Dolby OptiView is a video streaming software company helping enterprise and mid-market organizations deliver exceptional audio and video experiences. Our SaaS platform serves customers across media, advertising, and real-time communications.
Role Overview
The Senior Renewals Manager is the accountable owner of the renewal motion across the OptiView customer portfolio -enterprise, mid-market, and SMB. You are responsible for protecting recurring revenue, maintaining renewal, pipeline integrity, and driving renewal commercial execution. This is an individual contributor role with significant organizational influence, and is designed to scale through AI and automation.
Key Responsibilities
• Pipeline and forecasting. Own the end-to-end renewal pipeline in Salesforce across all segments. Build and maintain a rolling multi-quarter forecast. Report on NRR, GRR, churn, and ARR-at-risk to leadership and Finance.
• Engagement triage. Decide which renewals process straight-through, which require CSM partnership, and which require AE engagement.
• Direct customer engagement. Engage customers on commercial discussions and case-by-case interventions to progress renewals or de-escalate risk.
• Automation and tooling. Design automated renewal communication workflows. Identify gaps in Salesforce and adjacent tools; influence Sales Operations, Finance, and IT to close them.
• Churn analysis and commercial intelligence. Capture structured churn reasons at every close. Produce quarterly commercial insights report - surfacing patterns in churn, downgrades, pricing pushback, and competitive context to
product, pricing, and leadership.
• Cross-functional coordination. Partner with CSM, TAM, Support, Delivery, Sales, Finance, Billing Support, Product, and Legal. Co-author renewal readiness assessments with inputs from CSM, TAM, and Support.
• AI-driven evolution. Drive aggressive use of AI to scale the renewal motion. Evolve toward strategic oversight of AI-driven renewal workflows; focus human attention on edge cases and continuous refinement of the model.
Required Skills & Experience
• 5+ years in SaaS or subscription business with direct renewal pipeline experience
• Strong Salesforce proficiency; familiarity with billing/contract systems (Zuora or similar)
• Proven ability to build recurring revenue forecasts and communicate NRR/GRR/ARR-at-risk to senior leadership
• Strong cross-functional influence without direct authority
• AI-native mindset and builder's instinct - comfortable using AI tools and defining business problems for AI development
• Customer-facing maturity - credible in executive commercial conversations
• Comfort with significant ambiguity - energized by building structure where little exists
Preferred Qualifications
• Experience with Customer Success platforms (Gainsight, ChurnZero, or similar); experience in video streaming, AdTech, or media SaaS; background in sales/revenue operations; high-growth SaaS experience where processes were built, not inherited
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The Atlanta Area base salary range for this full-time position is $109,700 - 150,600, which can vary if outside this location,plus bonus, benefits, and some roles may also include equity. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, competencies, experience, market demands, internal parity, and relevant education or training. Your recruiter can share more about the specific salary range and perks and benefits for your location during the hiring process.
