Position: Senior Renewals Representative
Reports To: Sales Leadership
Department: Sales
Location: Remote, US
Work Authorization: US Citizenship Required
BlueVoyant is seeking a
Senior Renewals Representative to join our Sales team in a fully remote role, building our renewals function from the ground up while owning and closing a portfolio of strategic renewals. You'll do the hands-on work yourself and coach others. You'll design and drive the renewals process, playbooks, forecasting and systems that make renewals a predictable, scalable source of retained and expanded revenue. You'll work closely with Sales leadership, Customer Success, Client Executives, Deal Desk, Revenue Operations, Finance, Legal and channel partners, and help shape the team as it grows.
What You'll Do:Build the Renewals Motion
- Design and implement the end-to-end renewals process, from early engagement (120+ days out) through signature, booking and handoff.
- Define ownership and rules of engagement between Renewals, Customer Success, Client Executives and channel partners, including handoffs for at-risk and expansion opportunities.
- Build and document renewal playbooks covering engagement timelines, price uplift and multi-year strategies, co-termination, true-ups, and objection handling on MDR value and pricing versus an in-house SOC.
- Partner with Revenue Operations to configure renewal opportunities, stages, fields and automation in Salesforce and CPQ, and set data hygiene standards.
- Establish the renewals forecasting method and cadence, with accurate visibility into gross and net revenue retention.
- Define and report on core KPIs, including GRR, NRR, on-time renewal rate, churn and downsell reasons, and uplift achieved.
- Build a customer health and risk framework with Customer Success, using MDR service data (alert volume, false-positive rates, time-to-resolution, product adoption) to flag risk early.
- Set renewal pricing and discounting guardrails and approval paths with Deal Desk, Finance and Legal.
- Identify gaps in tools, data and process, and recommend improvements as the function scales.
Own and Close Renewals
- Manage a portfolio of strategic and complex renewals, delivering against quarterly and annual bookings and retention targets.
- Run the full renewal cycle: confirm scope, pricing and timelines, prepare quotes, and negotiate terms, including multi-year agreements, price increases, true-ups and payment terms.
- Lead value conversations with IT and security leaders using service outcomes and business impact.
- Work with Deal Desk, Legal and Finance to process order forms, MSAs and SLAs.
- Coordinate with channel and distribution partners on partner-sourced renewals.
- Identify expansion opportunities and partner with Client Executives on upsell and cross-sell.
Player-Coach and Cross-Functional Leadership
- Serve as the organization's go-to renewals expert, coaching colleagues on process, deal strategy and negotiation.
- Help onboard and ramp future renewals hires, and contribute to hiring, territory design and compensation recommendations.
- Lead renewals forecast and pipeline reviews, giving Sales and executive leadership clear updates on risks and outcomes.
- Share customer feedback and churn insights with Product, Service Delivery and Customer Success to improve retention.
What You'll Bring- 6+ years of experience in renewals, account management or B2B SaaS/subscription sales, with at least 3 years focused on renewals.
- Hands-on experience building or significantly scaling a renewals process, function or team, ideally at a growth-stage company.
- Deep operational knowledge of renewals, including process design, forecasting, CRM workflows, pricing and uplift strategy, and retention metrics (GRR/NRR).
- A proven track record of meeting or exceeding renewal and retention targets while carrying a quota.
- Experience coaching or mentoring peers, or informally leading a team, without formal people-management authority.
- Strong commercial skills in pricing, quoting and negotiating complex, multi-year subscription agreements.
- Advanced proficiency with Salesforce and CPQ tools.
- A builder mindset: comfortable with ambiguity, able to create structure where none exists, and eager to roll up your sleeves.
- Strong analytical skills and the ability to turn data into clear recommendations for leadership.
- Excellent verbal and written communication skills, and confidence with executive stakeholders, both internally and with customers.
Nice to Have:- Experience in cybersecurity, MDR or managed security services (strongly preferred).
- Experience with Gainsight, Clari or similar platforms.
- Experience with consumption-based pricing, such as per-endpoint, data ingested (GB/day) or per-user models.
Education:- Bachelor's degree or equivalent professional experience.
Why BlueVoyant?- Build a renewals function from the ground up at a fast-growing cybersecurity company, with real ownership of the process, playbooks and metrics that drive retention and growth.
- Help shape a growing team as a senior player-coach, with direct visibility to Sales and executive leadership.
- Join a global, mission-driven cybersecurity company defending organizations worldwide with cutting-edge data, technology, and expertise.
- Competitive compensation and a comprehensive benefits package, with support for wellbeing, development, and career growth.
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