What You Will Do

Strategy and Planning: 

• Develop and implement a comprehensive operational rigor, aligning it with overall business objectives and revenue targets.
• Partner with Sales Ops and Finance in the long-range planning ,QRF submissions to the leadership and Renewal Capacity Planning.
• Conduct data-driven analysis to identify sales performance trends, opportunities, challenges and use the insights to optimize processes and propose actionable recommendations.
• Provide valuable insights and contribute to sales planning, territory planning, and coverage model strategies.
• Stay updated on industry trends and competitive landscape and customer feedback to refine renewal strategies.

Renewal Sales Process Optimization: 

• Streamline and standardize sales processes to improve efficiency, shorten sales cycles and increase overall sales effectiveness. 
• Develop and implement sales playbooks and methodologies to ensure consistency across the sales team.
• Provide operational guidance and support in Renewals forecasting and business reviews.
• Orchestrate the Forecast Calls with the Renewal Managers and the Team.
• Work with Renewal Managers and Sr. Customer Success Managers to get the CQ+1 Forecast Outlook by incorporating upside, downside and Risk to the RBOB.

Analytics and Reporting: 

• Maintain Renewal KPIs and dashboards to monitor sales performance and track progress towards targets. 
• Leverage data and insights to support process improvements, enable optimal business outcomes, manage project scope and ongoing operations.
• Prepare regular reports and presentations highlighting renewal performance to assess sales performance and identify areas for improvement.

Customer Success & Relationship Management:

• Work with the Retention team to proactively identify the barriers to renewal and call out the risk early for the upcoming quarters. 
• Collaborate closely with the Customer Success team to develop and execute proactive engagement plans that drive value for customers and increase renewal rates.
• Manage the Retention KPIs including the quantitative and qualitative metrics - Value and Outcomes from the Risk Mitigation, Dollars Retained and document the customer objections.

Cross-Functional Collaboration: 

• Drive collaboration and Foster strong relationships with cross functional teams to ensure seamless coordination and alignment of strategies. 
• Partner with finance, customer success and sales operations functions in managing the day-to-day Renewal operations.

What We're Looking For

• 10+ years’ experience in Revenue/Renewal/Customer Success/ Sales Operations, Sales Strategy or similar
• Proven track record of success in operations roles within high-growth SaaS or technology companies.
• Intermediate to Advanced experience with Salesforce (SFDC) and CPQ, Advanced Excel.
• Strong analytical skills with the ability to interpret data and make decisions based on insights.
• Proven ability to lead and motivate a team, work in a fast-paced dynamic environment and handle multiple priorities simultaneously.
• Ability to drive cross-functional collaboration, establish credibility, be decisive and articulate issues clearly and concisely.
• An inquisitive nature and exceptional attention to detail.