Senior Director, Renewals Operations

Senior Director, Renewals Operations

Location: Palo Alto, CA - US (HQ)

As the Senior Director of Renewals Operations, you will be pivotal in maximizing customer lifetime value and driving the long-term success of our business. In this role, you will lead a team responsible for the end-to-end renewals operations function. Your strategic vision, operational expertise, and advanced reporting skills will be essential in developing and executing renewal strategies that optimize revenue, reduce churn, and drive business growth.

Essential Duties and Responsibilities

• Design and Execute Renewals Operations Strategy: Build and execute a comprehensive renewals operations strategy that aligns with overarching business objectives and revenue targets.
• Foster Cross-Functional Collaboration: Collaborate closely with Sales, Legal, and Finance teams to synchronize renewal goals, policies, uncover growth opportunities, and proactively mitigate revenue leakage.
• Stay Informed: Maintain a deep understanding of industry trends, competitive landscape, and customer/partner feedback to continuously refine renewal strategies and enhance strategic decision-making.
• Oversee Renewal Process: Manage the end-to-end renewal process to ensure timely and accurate renewals, process and policy compliance, upsells, and expansions.
• Optimize Processes and Tools: Implement and continuously improve processes, policies, and tools to boost efficiency, accuracy, and scalability in renewal management.
• Collaborate for Success: Work closely with Renewals Sales and Field Sales and cross-functional teams to identify and overcome barriers to renewal such as contract-related issues and renewal policies.
• Drive revenue retention: Spearhead initiatives to reduce revenue leakage within the organization, coupled with adeptness in developing comprehensive reporting mechanisms to track and analyze metrics effectively.
• Establish KPIs: Define and monitor key performance indicators (KPIs) to evaluate the effectiveness of renewal strategies and identify areas for continuous improvement.
• Analyze Renewal Data: Conduct comprehensive analyses of renewal metrics, trends, and customer behavior to generate insights and propose actionable recommendations.
• Reporting and Insights: Prepare detailed reports and presentations for senior leadership, showcasing renewal performance, revenue forecasts, and retention rates. Serve as a single point of contact for driving MBRs and QBRs for leadership teams.
• Spearhead and represent renewals on initiatives to support new GTM Programs that can impact renewals business
• Planning and Forecasting: Ensure accurate forecast tracking of long range, in-quarter outlooks and end-of-quarter actuals against forecasted plans, and provide clear insights about the business using forecast data to the leadership team.
• Champion Team Enablement: Build and maintain renewals playbooks, quoting guidelines, and process documentation, while driving regular team communications on policy changes, tool updates, and performance insights to keep the team aligned and effective.
• Drive Strategic Decisions: Use data-driven insights to inform strategic decisions, ensuring alignment with overall business objectives and revenue goals.
• Cultivate a Renewals-Centric Culture: Foster a renewals-centric mindset within the team, prioritizing revenue retention and long-term revenue growth.
• Drive Continuous Improvement: Continuously seek and act on opportunities to refine policies, processes, and strategies that improve renewal and retention outcomes.
• Drive Quote Accuracy and Governance: Establish and enforce quoting standards, approval workflows, and pricing policies to ensure consistency, accuracy, and compliance across all renewal quotes.
• Optimize the Quoting Process: Partner with Finance and other cross functional teams to streamline the end-to-end quoting workflow from opportunity identification to quote generation reducing cycle times and minimizing errors using tools like CPQ.
• Manage Renewal Quote Strategy: Develop quoting frameworks that factor in multi-year, co-term, and mid-term expansion scenarios, ensuring quotes are structured to maximize ARR retention and growth.
• Monitor Quote-to-Close Metrics: Track and analyze quoting data (e.g., quote volume, revision rates, time-to-quote) to identify bottlenecks and drive continuous improvement in the renewal quoting motion.
• Collaborate on Pricing and Discounting: Work with Finance and leadership to define discount guardrails and escalation paths, ensuring renewal quotes align with margin targets while remaining competitive.

Desired Skills & Experience

• Leadership Experience: Minimum of 10 years in a senior role overseeing subscription renewal operations or a comparable field within the SaaS industry.
• Strategic Execution: Proven ability to develop strategies, translate them into initiatives, and track successful delivery.
• Analytical Proficiency: Strong ability to analyze data, identify patterns, and make informed, data-driven decisions.
• Negotiation and Contract Management: Proven expertise in negotiation and managing contracts, focusing on revenue maximization and churn reduction.
• Team Leadership: Track record of successfully leading and motivating teams, promoting a collaborative and achievement-oriented culture.
• Cross-Functional Collaboration: Adept at facilitating cross-functional teamwork, establishing trust, making decisive judgments, and communicating issues effectively.
• Communication and Interpersonal Skills: Superior communication and interpersonal skills, with the ability to build strong relationships and influence stakeholders at various levels.
• Technical Knowledge: Experience with CRM and renewal management tools (e.g., Salesforce, CPQ, Clari, etc.) is highly preferred.

The minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.US Pay Range$206,400—$289,200 USD

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At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.

Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.

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