Renewals Specialist

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We are seeking an individual to become a Renewals Specialist. Your responsibility is to set the strategy and lead high-stakes customer renewal negotiations. This role requires a strategic mindset to balance customer retention with revenue growth. The individual will document both successful and challenging negotiations and work with the Sr. Commercial Pricing Director to refine strategies and improve future outcomes.

Success in this role requires effective engagement with a range of stakeholders - from procurement teams to executive sponsors – to align on value and secure favorable terms. The Renewals Specialist will manage all assigned renewal opportunities in Salesforce, ensuring accurate forecasting and pipeline visibility.

This role is highly collaborative, partnering closely with Sales and Customer Success teams to understand the customer, align on the strategy and to identify cross-sell opportunities that can be brought into the renewal discussion, expanding account value. The ideal candidate is a skilled communicator, adept at building relationships and navigating complex conversations to achieve positive business outcomes.

What You'll Do:

• Serve as lead Varicent negotiator on all assigned renewals.


• Prepare and present the formal renewal pricing to Customers.


• Complete assigned renewals on-time and within target.


• Ensure Contracts are right sized and meet the needs of Customer use.


• Forecast expected results accurately.


• Work with RSM, CSM and Deal Desk for order form creation and execution.


• Partner with Sales and Customer Success teams to develop tailored pricing solutions for renewals, upsells, and cross-sells , integrating feedback from customer-facing teams to improve pricing strategy.


• Work with Finance and Product Marketing teams to assess the financial impact of pricing initiatives and align pricing strategies with product value and organizational goals.


• Collaborate with Customer Success to leverage customer feedback, incorporating insights into retention-focused renewal pricing models and programs.


• Work with Sr. Commercial Pricing Director to co-develop and maintain comprehensive renewal pricing playbooks, detailing clear guidelines, pricing tactics, and renewal and upsell strategies.

What You'll Bring:

• 5+ years of progressive experience with a combination of sales, account management, and/or commercial pricing management


• Strong understanding of enterprise B2B sales account management and customer retention landscape


• Exceptional communication and relationship building skills, with the ability to collaborate with and lead cross-functional teams without formal direct reporting authority


• Highly persuasive with the ability to build positive relationships across a variety of stakeholders


• Is flexible and able to shift strategies and tactics when required


• Direct, hands-on experience managing complex customer accounts


• Detail oriented with strong program management skills while working efficiently to build, execute, and scale programs


• Excellent written and verbal communication skills


• Minimum of a Bachelor’s degree in Business, Communication, Finance or other related field required

Success Factors:

1-3 Months 

• Full understanding of renewal process.


• Beginning to work renewals by end of Month 1.


• Full understanding of the Varicent Platform of Solutions by 3 months

4-6 Months 

• Handles all assigned Renewals with some assistance, achieving quota frequently.

7 Months and Beyond

• Handles and completes all assigned renewals with some assistance.


• Consistently achieving or exceeding quota.