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Nozomi Networks is seeking a Senior Director of Global Renewals to lead the company's customer renewal strategy and operations. The company is a leader in OT and IoT cybersecurity, protecting critical infrastructure and industrial organizations across more than 68 countries with an AI-powered platform.
In this role, you will own the global renewals strategy and operating model, including process design, coverage models, segmentation, playbooks, and workflows. You will be accountable for renewal performance metrics including Gross Renewal Rate (GRR), renewal rate, churn, and contraction targets. You will develop and enforce renewal pricing and commercial strategies, including uplift management, multi-year agreements, co-termination strategies, and handling of non-standard terms.
Key responsibilities include:
- Owning the global renewals forecast and providing data-driven visibility into pipeline, risk, churn, contraction, and expansion opportunities
- Optimizing Salesforce and supporting systems to ensure accurate data, pipeline visibility, forecasting, and reporting
- Driving renewals through the full lifecycle: quoting, negotiations, purchase orders, agreement execution, and order submission
- Using negotiation skills to maximize renewal outcomes while identifying upsell opportunities
- Partnering with Sales and Customer Success to proactively identify and mitigate renewal risk
- Building strong cross-functional relationships with Regional Sales Directors and teams responsible for cross-sell, upsell, and expansion
- Building and operationalizing a global renewals team from the ground up
You will collaborate across Revenue, Customer Success, Marketing, Legal, Deal Desk, and Revenue Operations to maximize renewal success and identify additional revenue opportunities.
REQUIREMENTS:
- Experience managing a recurring revenue book of business with accountability for GRR and renewal targets
- Demonstrated ability to build and operationalize renewal processes, playbooks, and forecasting methodologies
- Strong commercial and negotiation skills, including experience with pricing, uplift, multi-year agreements, and contract terms
- Experience working cross-functionally with Sales, Customer Success, Finance, Legal, Deal Desk, and Revenue Operations
- Strong analytical skills with ability to use data to identify renewal risk, trends, and opportunities
- Experience in cybersecurity, infrastructure, networking, or another technically complex B2B SaaS environment
- Demonstrated experience building a global renewals team from the ground up
- Proven track record of success managing a high-volume portfolio of accounts
- Strong communication, relationship-building, and follow-up skills
- Excellent organization and time management skills
- Experience with Salesforce
- Ability to travel up to 20%
