Renewals Manager

📋 Description

• • Skydio, the undisputed leader in autonomous flight and the forefront of drone technology, is seeking a highly motivated and strategic Renewals Manager to join our dynamic team. As the leading US drone company, Skydio is revolutionizing industries from infrastructure inspection to public safety and defense with our cutting-edge AI and hardware solutions. This critical role is instrumental in designing, scaling, and optimizing our modern renewals engine, specifically targeting our Enterprise and Public Sector customer base. You will be a key architect in driving the retention, renewal, and growth of our recurring software revenue, while simultaneously fortifying the underlying systems, ensuring data integrity, and refining the cross-functional processes that underpin our renewal success.
• • This is not a role for someone who simply executes existing workflows. Instead, you will be empowered to build the foundational infrastructure that transforms renewals into a predictable, scalable, and commercially robust engine for Skydio's sustained growth. As we continue our rapid expansion, it is imperative that our renewals operations function with absolute clarity of ownership, highly accurate forecasting, meticulously structured pricing guidance, and seamless automation across our core platforms, including Salesforce and DealHub. Your contributions will be central to establishing this essential foundation.
• • Recurring software revenue is not just a metric; it's a critical driver of our long-term growth trajectory. In this capacity, you will forge strong partnerships with key departments including Sales, Customer Success, Deal Desk, Orders Management, Revenue Operations (RevOps), Finance, and Legal. Your collaborative efforts will be vital in formalizing robust renewal governance and ensuring unparalleled operational excellence across the organization.
• • **Build and Improve the Renewals Infrastructure:**
• • Design, implement, and continuously refine scalable renewal workflows within Salesforce and DealHub, ensuring they are efficient, user-friendly, and adaptable to evolving business needs.
• • Introduce and leverage automation, robust validation logic, and structured approval processes to significantly reduce manual intervention, minimize errors, and enhance overall process efficiency.
• • Standardize renewal processes across both direct sales and reseller channels, establishing clear structures, defined responsibilities, and consistent execution to ensure a unified customer experience.
• • Develop and deploy essential tools, such as sophisticated co-term calculators and comprehensive renewal reference guides, to empower teams and ensure consistent, accurate renewal execution.
• • Create, maintain, and regularly update durable Standard Operating Procedures (SOPs) and comprehensive enablement materials that will support long-term scalability and knowledge transfer.
• • Continuously evaluate and enhance renewal reporting capabilities, data integrity standards, and overall process efficiency to identify areas for improvement and drive best practices.
• • **Drive Retention and Renewal Performance:**
• • Take ownership of the entire renewal lifecycle for a defined book of business, working in close alignment with Sales and reseller coverage models to maximize retention.
• • Drive high gross and net retention rates by proactively identifying potential risks to renewals and uncovering opportunities for expansion and upsell within existing accounts.
• • Develop and implement strategic mitigation plans for at-risk customers, collaborating closely with Sales and Customer Success teams to ensure customer satisfaction and retention.
• • Ensure seamless continuity of service for all customers approaching their contract expiration dates, minimizing disruption and maintaining strong customer relationships.
• • **Lead or Support Contract Strategy:**
• • Lead or actively support renewal negotiations, which may include strategic pricing adjustments, term alignment, contract amendments, and complex co-terming scenarios.
• • Assist in establishing and rigorously applying pricing guardrails and uplift guidance across fiscal years to ensure consistent and profitable renewal outcomes.
• • Support critical product transitions, including managing the migration of customers from discontinued or restructured offerings to ensure a smooth and positive experience.
• • Partner effectively with Finance and Legal departments to navigate and resolve complex contract scenarios, ensuring compliance and favorable terms.
• • **Strengthen Forecasting and Data Integrity:**
• • Maintain highly accurate and up-to-date renewal data within Salesforce to enable precise forecasting of monthly, quarterly, and annual renewal revenue.
• • Build and maintain reliable dashboards and reporting mechanisms within Salesforce and Clari to provide clear visibility into renewal performance and pipeline.
• • Collaborate closely with RevOps to establish durable renewal data governance standards and ensure strict alignment with fiscal year objectives and reporting requirements.