Sales & Revenue - Sales & Business Development
Enterprise Renewals Manager
Manager
Independently auditedFinds, wins, and expands the revenue the business runs on. Owns a team, its output, its hiring, and its development.
Audited package
Built, independently audited role package. Everything on this page is written for this seat.
Your Stack (Swappable)
This role works against whatever tools you already run. We list the tool categories the role operates in, never a named vendor, so you are never asked to replace a system that works.
- CRM
- Conversation Intelligence
- Account and contact intelligence
- CPQ & Proposals
- Account & Deal Planning
- Analytics & BI
- Contract Lifecycle (CLM)
- Customer Success Platform
Deliverables
- Account research and points of view
- Discovery and qualification notes
- Proposals and mutual action plans
- Forecast rationale
Responsibilities
- Maintain an accurate enterprise renewal calendar with notice, auto-renew, expiration, pricing, term, and ownership data
- Launch each material renewal early with a contract, entitlement, usage, health, support, billing, and stakeholder review
- Segment renewals by value, risk, strategic importance, complexity, and required engagement model
- Build and maintain a 120-day mutual renewal plan with buyer and seller milestones
- Partner with Customer Success on health and value evidence and identify at-risk saves early
- Separate base renewal, contractual uplift, downsell, churn, and net-new expansion in scope and forecast
- Develop approved pricing, uplift, term, and multi-year renewal options and route exceptions
- Navigate procurement, legal, security, finance, credit, and signature re-engagement
The essence of this seat
The Enterprise Renewals Manager is the quota-carrying individual contributor who owns the contractual renewal event for a book of enterprise customers, including forecast, timeline, risk, commercial terms, procurement, negotiation, and on-time retention.
Signature move
Open the renewal early by reconciling contract, amendments, entitlements, price, term, auto-renew, notice, usage, health, support, billing, stakeholders, and expansion dependencies
What good looks like
early opening, contract-to-system reconciliation, and visible evidence gaps
Decision rights
- - the renewal calendar, contract review, stakeholder plan, commercial strategy, negotiation, forecast, and signature path for assigned enterprise renewals
- - gross-retention, on-time renewal, uplift, churn, downsell, and renewal-forecast performance within the assigned book
- - coordination of Customer Success, Expansion Sales, Deal Desk, Finance, Legal, procurement, and executive support around the renewal event
- - the recommendation to standard renew, restructure, save, downsize, escalate, or accept churn within approved authority and policy
Working vocabulary
What this role does
The Enterprise Renewals Manager is the quota-carrying individual contributor who owns the contractual renewal event for a book of enterprise customers, including forecast, timeline, risk, commercial terms, procurement, negotiation, and on-time retention. It is a IC seat whose central outcome is enterprise agreements renew on time at defensible value with churn and downsell risk surfaced early, pricing and terms controlled, customer health incorporated, and base renewal kept distinct from net-new expansion The work concentrates on enterprise renewal calendars, 120-day plans, contract and entitlement review, churn-risk detection, customer-health partnership, save strategy, pricing and uplift, procurement and legal re-engagement, multi-year renewal structure, gross-retention forecasting, and renewal-versus-expansion separation. The signature strength is turning a large renewal book into an early, evidence-based retention system rather than a late contract scramble. Despite the Manager title, this is an individual-contributor seat with no direct reports. It owns a portfolio of enterprise renewal transactions, often involving large multi-year contracts, procurement re-entry, price or CPI uplift, downsell risk, and coordinated work with Customer Success, Account Executives, Deal Desk, Finance, Legal, and leadership. It does not own adoption, customer health, net-new expansion, or people decisions. The strict boundaries are operational rather than cosmetic. Against Enterprise / Growth Account Executive, this seat owns the base contractual renewal, retention, and renewal timing; the sales neighbors own new logos and approved net-new expansion or new use cases. Against Customer Success Manager, this seat owns the commercial renewal transaction, price, term, forecast, and signature; the neighbor owns adoption, health, value realization, and success planning. Against Renewals Manager in Customer Success, this Sales-category roster row remains a standalone enterprise-segment renewal package under strict 1:1; any neighboring package retains its own category context and must not replace this build. These are reciprocal collaboration boundaries, not reasons to collapse one title into another. Every named title remains its own 1:1 role package.
Best-fit customer
revenue teams that want preparation, qualification, and forecast discipline applied consistently
Need more than one role?
Buying the whole team or the complete department lowers your effective cost per role at every tier of the ladder.