Director of Renewals – Expansion

Role Overview

• Drive net retention and expansion revenue
• Define the portfolio playbook for proactive renewal management and expansion selling. Embed it across Business Units through commercial leads and RevOps.
• Professionalize renewal discipline
• Set standards for renewal timing, QBR cadence, multi-year deal structuring, and escalation protocols. Regularly inspect execution across Business Units.
• Ensure pricing and packaging execution
• Identify inconsistencies in how Business Units price and package products. Work with leadership teams to close gaps, protect revenue yield, and align with HQ commercial standards.
• Collaborate with RevOps on Back to Base workflows
• Define the data requirements for customer health, commercial terms, and NRR reporting. Ensure HQ has the visibility needed to forecast and monitor the recurring base.
• Identify and escalate retention risk early
• Flag Business Units with churn exposure, pricing erosion, or contract gaps to the CRO before they show up in MRR.
• Build Back to Base infrastructure
• Develop the metrics, processes, and tooling required for HQ to track and forecast Back-to-Base growth across the portfolio.

Requirements

• 7–12 years in B2B SaaS revenue roles, with at least 4 years in a leadership position (VP Customer Success, Head of Renewals, Head of Account Management, or similar)
• Direct ownership of Net Revenue Retention as a primary metric
• Experience building renewal and expansion playbooks in multi-product or multi-segment environments
• Pricing and packaging strategy exposure — participation in commercial model decisions
• Experience working across multiple business units or product lines simultaneously (portfolio experience is a strong advantage)
• Familiarity with European enterprise and SMB SaaS customer dynamics
• Understanding of CRM and customer data infrastructure required to forecast NRR.