glia - Renewals and Commercial Operations Manager
Requirements
• Experience: 10+ years of professional experience in SaaS Renewals Management, Commercial Account Management, Deal Desk, or Customer Success with direct commercial quota ownership. • Mastery in Commercial Negotiations: Demonstrated track record of successfully negotiating complex, multi-year enterprise SaaS contracts, redlines, Master Services Agreements, and creative deal restructures. • Operational & Analytical Acumen: Strong background in RevOps alignment, deal desk workflows, usage telemetry analysis, and leveraging AI/data automation tools to drive forecasting and strategic decision-making. • Executive Presence & Collaboration: Outstanding verbal and written communication skills with the gravitas to negotiate effectively with aggressive procurement decision-makers while partnering smoothly with internal account teams. • FinTech & Financial Services Preference: Prior experience working with banks, credit unions, or financial services institutions - understanding their procurement cycles, compliance requirements, and vendor management hurdles - is strongly preferred. • Education: Bachelor’s degree required; an MBA is preferred. • Travel: Minimal travel required (up to 15% as needed) for key client negotiations or team sessions. • Glia is an equal-opportunity employer. Glia does not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law. • The Glia Talent Acquisition team uses @glia.com http://glia.com and @ [email protected] http://gliatalent.com email addresses for coordinating interviews, providing updates, and sending documents. • Our hiring process involves an introduction, practical and team interviews, and a decision and offer. For more information, visit our Recruitment Privacy Notice page https://www.glia.com/eu-recruitment-privacy-notice or contact our talent team via [email protected]
Responsibilities
• Commercial Execution & Deal Negotiation: Serve as the primary commercial lead for enterprise renewals, managing contract terms, pricing structures, MSAs, and order forms. Interface directly with client procurement, legal counsel, and executive buyers (CFOs, COOs, CIOs) to close renewals on time. • Proactive Portfolio Strategy & Risk Smoothing: Monitor contract schedules in advance to identify risk factors, assess usage telemetry, and execute pull-forward plays to smooth rolling annual renewal exposure. • Save Plays & Downsell Mitigation: Act as the dedicated commercial lead for at-risk accounts, structuring creative commercial terms, restructured packaging, and multi-year frameworks to defend baseline revenue. • Commercial Operations & RevOps Alignment: Oversee strategic commercial initiatives, streamline contracting models, optimize multi-channel agreement processes, and ensure tight alignment with Finance and RevOps on billing terms and CRM data hygiene. • Inline Packaging & Growth: Drive pricing discipline by managing contractual uplifts and executing add-on SKUs or capacity expansions within the renewal window to maintain velocity without operational friction. • Cross-Functional Partnership: Partner seamlessly with Banking AI Advisors (Customer Success), who own overall account health and adoption, and Account Executives to ensure clean rules of engagement, flipping net-new expansion opportunities to Sales while retaining base renewal ownership. • Leverage AI & Advanced Analytics: Utilize AI tools and commercial analytics for predictive churn modeling, contract abstraction, pipeline forecasting, and guiding value-based pricing conversations. • CRM Rigor & Executive Forecasting: Maintain meticulous data hygiene in Salesforce, tracking commercial ownership, contract milestones, renewal health stages, and pipeline timelines to provide predictable gross retention forecasts to leadership. • Build Reusable Playbooks: Standardize commercial frameworks, contract negotiation guidelines, automated renewal workflows, and best practices across the organization.
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