fieldguide - Renewals Senior Manager

• Own the Renewal Motion • Manage the full renewal lifecycle for all accounts: outreach, risk triage, negotiation, and close • Maintain a rolling 90-120 day renewal forecast; report weekly on pipeline health, risk, and expected outcomes • Develop a data-driven renewal strategy for each account before entering any negotiation, factoring in customer health, usage trends, stakeholder dynamics, and risk • Lead commercial negotiations directly with customers, including executive-level conversations on multi-year and at-risk accounts • Drive price increases, multi-year structures, and expansion identification at contract renewal • Work closely with CSEs to identify churn signals early and build mitigation strategies • Maintain clean renewal data and pipeline hygiene in HubSpot • Build the Renewals Function • Build the renewals playbook from scratch: outreach cadences, escalation frameworks, negotiation guidelines, and segment-specific engagement models • Own the KPI framework for renewals — anchor it in leading indicators like MAU/WAU and consumption pacing, not just trailing metrics like GRR and NRR; establish the reporting cadence with Finance and CS leadership — this role shapes what the function measures • Design tiered engagement models across Strategic, Enterprise, Mid-Market, and SMB customer segments • Partner with Finance on Available-to-Renew (ATR) tracking and integration into the ARR forecast • Implement AI-assisted workflows for health scoring, churn risk flagging, and renewal automation where appropriate • Be the go-to resource on renewals best practices internally, setting the standard for how Fieldguide approaches retention and expansion • Hire and develop a team of Renewals Specialists as the function scales • Drive Cross-Functional Alignment • Represent renewal risk in deal reviews, QBRs, and exec-level revenue conversations • Partner with CSMs on health scores and churn signals — as part of the same team, this is a tight loop, not a handoff • Work with Product to access and interpret usage data (MAU/WAU, entitlement pacing, feature adoption) and translate it into renewal risk signals and customer conversations • Work with Finance on cohort analysis, GRR/NRR attribution, and retention economics • Coordinate with Legal and Deal Desk on non-standard contract structures • Feed customer signals back to Product and GTM leadership: usage trends, objections, competitive pressure, value realization