Sr Manager, RenewalsYour role at DynatraceAs a Senior Manager, NORAM Renewals, you will lead a team responsible for protecting and growing Dynatrace's recurring revenue base while delivering a consistent, high-quality renewal experience for our customers.
This is a people and revenue leadership role, not simply a renewal-processing function. You will own renewal performance across your assigned business, develop and coach a team of Renewal Specialists, establish strong operating rhythms around forecast accuracy and renewal risk, and partner closely with Sales, Customer Success, Finance, Deal Desk, and other cross-functional teams.
The ideal candidate combines commercial acumen, operational discipline, strong people leadership, and a customer-first mindset. You should be equally comfortable coaching a complex customer negotiation, inspecting a renewal forecast, developing talent, and identifying opportunities to simplify and improve how the organization operates.
What You'll Do:
- Own renewal performance for your assigned business, including retention, on-time renewal execution, forecast accuracy, and other key renewal metrics.
- Lead, coach, and develop a team of Renewal Specialists, establishing clear expectations, accountability, and a high-performance culture.
- Establish and maintain a disciplined operating cadence to inspect the renewal portfolio, identify risk early, remove obstacles, and drive action.
- Coach the team to move beyond transactional renewal conversations and engage customers around value, business outcomes, and long-term partnership.
- Partner closely with business partners to develop coordinated account and renewal strategies, particularly for complex, high-value, or at-risk customers.
- Provide leadership and guidance on commercial strategy, negotiation, pricing, contractual terms, consolidation, co-termination, and other complex renewal scenarios.
- Ensure proactive customer engagement and appropriate renewal preparation well in advance of contractual deadlines.
- Maintain an accurate, actionable renewal forecast with clear visibility into performance, risk, upside, and required actions.
- Use data to identify trends and root causes behind churn, contraction, late renewals, and operational friction-and translate those insights into action.
- Identify opportunities to simplify, standardize, automate, and scale renewal processes while improving both customer and employee experience.
- Act as an escalation point for strategic or complex renewals and engage directly with customers and internal executives when appropriate.
- Recruit, onboard, develop, and retain high-performing talent while building future leaders within the organization.
- Help shape the continued evolution of Dynatrace Renewals into a proactive, strategic revenue organization.
Location & Work Model Preference will be given to candidates based in the Detroit area. Candidates residing within 45 miles of Detroit will follow a hybrid work model and are expected to work from the Detroit office 2-3 days per week.Candidates outside the Detroit area will also be considered, with a secondary preference for those based in Denver. Candidates located elsewhere in the United States may be considered for a remote work arrangement.What will help you succeed - Demonstrated success leading a Renewals, Account Management, Customer Success, Sales, or recurring-revenue organization in a B2B environment; enterprise software/SaaS experience strongly preferred.
- Proven people leadership experience, including coaching performance, developing talent, and building accountable, engaged teams.
- Strong understanding of recurring-revenue businesses and the drivers of retention, churn, contraction, expansion, and customer lifetime value.
- Demonstrated ability to manage a high-volume renewal portfolio while maintaining focus on strategic and high-risk opportunities.
- Strong commercial judgment and experience navigating customer negotiations, pricing discussions, contractual complexity, and escalations.
- Ability to inspect and manage a forecast, identify risk early, and translate data into clear actions and executive-level insights.
- Track record of partnering effectively with Sales and Customer Success leadership in a highly cross-functional environment.
- Strong executive presence and written/verbal communication skills, with the ability to influence across organizational boundaries.
- Ability to operate effectively in an environment of change, ambiguity, and competing priorities.
- Highly accountable, curious, and comfortable challenging existing processes while bringing people along through change.
- Experience with Salesforce and modern revenue/renewal technology; strong analytical skills and comfort working with business data.
Preferred Qualifications:
- At least 3 years of experience leading enterprise software or SaaS renewals/sales/success teams or equivalent.
- Experience with complex enterprise contracts, licensing models, pricing, and commercial negotiations.
- Experience improving or transforming a renewals operating model, including process standardization and automation.
- Experience using data, technology, automation, and/or AI to improve productivity and customer outcomes.
- Knowledge of Dynatrace products, licensing, and pricing is helpful but not required.
Compensation and Rewards - The base salary range for this role is $125K - $150K. When determining your salary, we consider your experience, skills, education, and work location.
- Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
- We also offer medical/dental benefits and a company-matched 401(k) plan for retirement.
