Sr. Manager, Renewal Operations
Overview
You'll build the operational backbone of Mimecast's renewals business. Reporting to the Senior Director of Renewals, you'll establish forecasting, performance reporting and a regular operating cadence; design the territory, target and process framework for a new BPO renewals resource model; and plan the expansion of today's North America renewals function into EMEA and APAC. You'll work with Sales, RevOps, Finance, Customer Success and BPO partners to bring consistency and visibility to a function that's still taking shape. The role is based in our Lexington, MA office, with increased in-office attendance during quarter-end weeks for forecasting, reporting and leadership reviews.
What You'll Do
- Establish a renewals forecasting process, including Commit, Best Case and Upside definitions, submission cadence and roll-ups that give leadership a repeatable view of renewal health.
- Build and maintain reporting on gross and net renewal rates, attrition, churn drivers, at-risk pipeline, and rep and team performance with RevOps and the Salesforce and Snowflake reporting teams.
- Set the rhythm for weekly forecast calls, monthly business reviews and quarterly planning, with pre-reads and follow-up that keep decisions moving.
- Design territories, quotas or targets, handoffs, escalations and quality standards for a new BPO-based renewals team.
- Work with the BPO vendor and internal teams on workflows, tooling access, reporting, SLAs, QA and performance reviews.
- Plan the process, systems, staffing and localization needed to extend the North America renewals model into EMEA and APAC, sequencing the rollout with regional leadership.
- Identify and help implement dashboards, systems and automation for forecasting, reporting and territory or target management as the organization scales.
- Align renewal operations with Sales, RevOps, Finance, Customer Success and Legal on planning, compensation and forecasting processes.
- Drive adoption of new processes and tools through training, documentation and communication.
What You'll Bring
- Experience owning recurring-revenue forecasting and reporting in renewals, sales or revenue operations, with the autonomy to build processes rather than only maintain them; SaaS or cybersecurity experience is valuable.
- A track record of building processes, teams or systems from scratch and making decisions amid ambiguity and limited precedent.
- Practical command of Commit, Best Case and Upside forecasting, gross and net renewal rates, and the discipline to maintain a consistent team cadence.
- Hands-on Salesforce and reporting or BI experience, such as Snowflake or Tableau, including building dashboards rather than only consuming them.
- Exposure to scaling operations across regions, with awareness of differences in renewal cycles, contracting and ways of working across North America, EMEA and APAC.
- The ability to communicate clearly with senior leadership, build alignment across Sales, Finance and Operations, and manage concurrent forecasting, BPO and global-expansion workstreams.
- Experience designing processes, territories or performance frameworks for outsourced or BPO teams is strongly preferred.
- A bachelor's degree in business, finance or a related field is preferred; equivalent experience is also considered.
The base salary range for this position is 132,000 - 198,000 USD plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
