Renewals Manager

Wilco; United States; Remote; USD 120,000 - 160,000; Full time

Job summary

Doppel is building the renewals function to own end-to-end commercial renewal lifecycle—planning, quoting, negotiating, signing, and closing—across our customer base. You will design scalable operating models, establish forecast discipline, and partner across Finance, Legal, Deal Desk, and CS to ensure renewals are predictable and profitable.

You will drive churn insights, set renewal guardrails, and lead strategic multi-year and co-terming opportunities while leveraging Salesforce and related

Qualifications

• 5+ years of experience in SaaS renewals or related commercial post-sale role.
• Experience owning a renewal target or book of business.
• Experience building or improving renewals processes, playbooks, or cadences.

Responsibilities

• Design and implement Doppel's scalable renewals operating model, including lifecycle stages and rules of engagement.
• Own end-to-end renewal lifecycle from planning through quote, negotiation, procurement, signature, and close.
• Develop renewal forecasts, dashboards, and cadence for leadership visibility.
• Define renewal stages, forecast categories, risk definitions, and Salesforce data requirements.
• Create playbooks, templates, cadences, and repeatable commercial workflows.
• Collaborate with Deal Desk, Finance, Legal, Sales, and CS leadership on guardrails and terms.
• Identify renewal risks and drive mitigation plans with stakeholders.
• Coordinate partner-led renewals and multi-year terms; keep Salesforce as truth.

Skills

Renewals management

Forecasting

Cross-functional collaboration

Tools

Salesforce

Deal Desk

Job description

About Doppel Doppel is building the future of social engineering defense. Our AI-native platform uses agentic AI to protect executives, employees, customers, and brands from phishing, impersonation, fraud, and other AI-powered threats across digital channels. Backed by leading investors including Andreessen Horowitz and Bessemer Venture Partners, Doppel is a rapidly growing Series C company helping customers stay ahead of modern digital threats. The Role We are hiring our first dedicated Renewals Manager to build and run the renewals function at Doppel . This is a builder role and a hands-on commercial role. You will not inherit a finished renewals organization or simply administer contracts. You will design the operating model while personally owning renewal execution across our customer base. You will establish the systems, processes, forecasting discipline, commercial guardrails, segmentation, and cross-functional handoffs required to make renewals predictable and scalable. At the same time, you will be directly responsible for moving renewals from early planning through commercial negotiation, procurement, signature, and close. You will partner closely with Customer Success Managers, Account Executives, CS Operations / RevOps, Deal Desk, Finance, Legal, and channel partners. Customer Success will continue to own customer value, adoption, health, and risk-recovery plans. You will own the commercial renewal motion and renewable ARR. This is initially an individual-contributor role, with the opportunity to help define how the renewals organization should evolve as Doppel scales.

What You Will Do

• Build the Renewals Function Design and implement Doppel 's scalable renewals operating model, including lifecycle stages, ownership, exit criteria, escalation paths, and rules of engagement.
• Establish renewal motions for strategic, core, scaled, direct, channel, and auto-renewal customers.
• Build a forward-looking renewal forecasting and inspection cadence that gives leadership reliable visibility into renewable ARR, expected renewals, churn, contraction, timing risk, and commercial blockers.
• Define clear renewal stages, forecast categories, risk definitions, and Salesforce data requirements so the renewal book can be inspected consistently.
• Develop playbooks, templates, customer and partner cadences, dashboards, reporting, and repeatable commercial workflows.
• Partner with Deal Desk, Finance, Legal, Sales, and CS leadership to define commercial guardrails for standard uplifts, multi-year agreements, co-terming, concessions, downsells, payment terms, and non-standard exceptions.
• Establish consistent churn and contraction reason codes and use renewal data to identify systemic retention risks and improvement opportunities.
• Identify opportunities to automate renewal opportunity creation, reminders, quoting, risk detection, reporting, and administrative work using Salesforce, customer-success tooling, and AI.
• Continuously refine the model as renewal volume and complexity grow, including recommending when additional renewal capacity or specialized coverage is required.

Run the Renewal Business

• Personally own the end-to-end commercial renewal lifecycle across Doppel 's customer base, from early planning through quote, negotiation, procurement, signature, and close.
• Maintain a forward-looking view of the renewal book and ensure upcoming renewals are identified, validated, and actively managed well in advance of expiration.
• Lead customer-facing renewal conversations covering pricing, uplift, term, multi-year options, scope changes, downsell, procurement, and contract execution.
• Own standard renewal quotes and commercial execution, routing non-standard pricing or terms through DealHub and the appropriate approval process.
• Maintain an accurate renewal forecast and provide evidence-based visibility into expected outcomes, churn and contraction exposure, timing risk, and blockers.
• Partner with CSMs to translate account health, adoption, business outcomes, support history, stakeholder changes, and competitive signals into the renewal strategy.
• Identify renewal risk early and drive the commercial components of mitigation plans alongside the CSM, AE, leadership, and executive sponsor.
• Coordinate partner-led renewals and ensure Doppel , the partner, CSM, and AE are aligned on timing, pricing, scope, customer communication, and remaining steps to close.
• Partner with AEs on combined renewal-and-expansion motions.
• Renewals remains accountable for the existing renewable ARR and renewal execution; the AE owns incremental expansion ARR.
• Together, you will create one coordinated customer-facing commercial strategy.
• Manage complex renewal structures including multi-year terms, co-terming, product changes, pricing adjustments, and approved commercial exceptions.
• Keep Salesforce accurate and current as the single source of truth for renewal amount, forecast category, risks, next steps, owners, commercial status, and expected close timing.
• Ensure signed renewals become clean, billable transactions by coordinating PO requirements, billing contacts, subscription dates, payment terms, invoice schedules, and other required information with Finance.
• Analyze churn, contraction, uplift realization, multi-year adoption, late renewals, forecast variance, and other renewal patterns and turn those insights into improvements to the operating model.

What We Are Looking For

5+ years of experience in SaaS renewals, account management, customer success, or another commercial post-sale role, with meaningful direct ownership of renewals. Demonstrated experience owning a renewal target or book of business and delivering strong retention outcomes with disciplined forecasting. Experience building or materially improving a renewals process, operating model, playbook, forecast methodology, or commercial cadence—not simply operating within an established one. Experience in cybersecurity or another complex B2B SaaS environment involving enterprise