• Enterprise Renewal Ownership: You independently manage high-value, complex books of business from early engagement through to close. You confidently lead high-stakes conversations across pricing, contracting, and procurement, expertly balancing ARR protection and contract quality with customer trust.
• Forecasting Discipline: You possess a deep understanding of SaaS metrics (including ARR, GRR, NRR, and churn) and leverage this knowledge to maintain an accurate, objective rolling forecast. You clearly communicate pipeline movement, risk, and expected outcomes to leadership.
• Cross-Functional Influence: You partner seamlessly across Sales, Customer Success, Legal, Deal Desk, and Finance to drive alignment and navigate ambiguity. You effectively execute complex renewal strategies and drive initiatives to completion without relying on direct authority.
• Analytical Problem Solving: You excel at evaluating complex retention data to identify root causes of churn risk, translating insights into actionable recommendations. Additionally, you develop talent through mentorship and feedback, creating a culture of clarity and accountability.

About this role

The Senior Renewals Manager will play a critical role in driving Udemy's continued growth and revenue retention across our North America enterprise customer base. This individual will own a portfolio of complex enterprise renewals, protect and expand recurring revenue, identify risk early, and lead customers through a disciplined and consultative renewal motion.

This is a senior individual contributor role for someone who can quickly understand the business, operate with a high degree of ownership, and manage renewal outcomes across multiple stakeholders, priorities, and commercial variables. The Senior Renewals Manager will partner closely with Customer Success, Sales, Legal, Deal Desk, Finance, Revenue Operations, and executive stakeholders to create a consistent, strategic, and high-quality customer renewal experience.

The ideal candidate brings strong commercial judgment, executive presence, forecasting discipline, negotiation skill, financial acumen, and the ability to manage complex customer conversations with clarity and confidence.
What you'll be doing

• Lead the end-to-end renewal sales cycle for a strategic portfolio of enterprise accounts, executing established playbooks while applying senior-level judgment to ensure predictable, on-time closures.
• Develop and execute customer-specific negotiation strategies for pricing, packaging, and concessions that aggressively protect ARR and minimize attrition while preserving long-term customer trust.
• Build multi-threaded relationships across customer organizations-including procurement, legal, and executive sponsors-to deeply understand business objectives, reinforce platform value, and proactively mitigate churn risks.
• Maintain a highly accurate rolling forecast and exceptional CRM hygiene, providing leadership with clear, data-driven visibility into pipeline movement, renewal sentiment, and strategic blockers.
• Partner closely with Sales, Customer Success, Legal, Deal Desk, and Finance to align on account strategy and influence internal approvals, contracts, and commercial decisions without direct authority.
• Analyze key retention metrics, product usage data, and market trends to assess portfolio health, surface actionable insights back to the business, and mentor peers to raise the team's overall standard of execution.

What you'll have

• 6+ years of experience in renewals, enterprise sales, account management, customer success, revenue operations, or another customer-facing commercial role, preferably in a SaaS or subscription-based business.
• Proven track record managing and renewing enterprise customer relationships, including complex accounts with multiple stakeholders.
• Strong negotiation and objection-handling skills, including experience leading value-based renewal conversations with senior and executive-level customer stakeholders.
• Demonstrated experience negotiating commercial terms, pricing changes, procurement requirements, and renewal contracts in a B2B environment.
• Strong financial acumen, including the ability to understand ARR impact, contraction risk, pricing tradeoffs, concession implications, renewal quality, and forecast movement.
• Strong forecasting discipline and ability to assess renewal health with accuracy and objectivity.
• Experience using Salesforce or a comparable enterprise CRM to manage opportunities, forecast renewals, maintain data quality, and support pipeline inspection.
• Ability to travel as needed within North America.

Posting Date: 7/1/2026

Application Window:

We anticipate the application window will be open until 7/10/2026. Based on business needs, this opportunity may remain posted beyond or closed before the anticipated application window.

At Udemy, we strive to be transparent around compensation. Actual compensation for this role is based on several factors, including but not limited to job-related skills, qualifications, and experience. In addition to a base salary, this role is also eligible for equity and a bonus.

Hiring Compensation Range

$110,000-$137,500 USD