Role Overview
The Senior Director, Renewals, EMEA provides strategic and operational leadership for the EMEA Regional Accounts renewals organisation. This role is accountable for customer retention, renewal performance, and revenue protection across a large and complex portfolio. The position plays a critical leadership role in shaping renewal strategy, scaling high‑performing teams, strengthening forecasting discipline, and partnering with senior leaders across Sales, Marketing, Customer Success, and Partner organisations.
The role requires strong commercial judgement, executive‑level influence, and the ability to lead multi‑layered teams in a recurring revenue B2B environment.
Key Responsibilities
Organisational Leadership & Strategy
- Lead the Regional Accounts renewals organisation, ensuring delivery against renewal, retention, and revenue protection objectives.
- Define and execute renewal strategies that support long‑term customer value, predictable revenue, and sustainable growth.
- Set clear direction and operating rhythm across geographically distributed teams.
- Drive alignment through structured communication with senior internal and external stakeholders.
Renewals Operations & Performance
- Own end‑to‑end renewals orchestration, ensuring efficient execution across high‑volume and complex renewal cycles.
- Establish strong forecasting, pipeline visibility, and performance management practices.
- Identify opportunities for account expansion within renewal motions, including same‑buyer growth.
- Remove operational bottlenecks and continuously improve renewal workflows and processes.
Executive & Cross‑Functional Collaboration
- Partner closely with senior Sales leadership to align renewal priorities, partner engagement, and account strategies.
- Collaborate with Marketing leadership to support demand generation and renewal readiness.
- Work with Customer Success leadership to monitor customer health indicators and proactively manage renewal risk.
- Communicate partner capability and capacity needs to ecosystem and channel leadership.
Extended Account Team Integration
- Lead renewal teams in close collaboration with technical sales, emerging solutions, and expansion sales leadership.
- Align cross‑sell and upsell opportunities with broader account plans.
- Build strong working relationships across the extended account team to accelerate renewals and improve customer experience.
- Provide structured feedback to product and business model teams based on customer insights and field experience.
Core Skills & Competencies
Leadership & Influence
- Ability to set strategic direction and drive alignment across senior stakeholders and large teams.
- Strong coaching capability, particularly in negotiation, objection handling, planning, and operational excellence.
Strategic & Commercial Acumen
- Deep understanding of customer needs, market dynamics, and competitive landscapes influencing renewals and retention.
- Ability to translate strategy into scalable operating models and measurable outcomes.
Customer & Partner Engagement
- Proven capability to build trusted, long‑term relationships with customers and partners.
- Strong value articulation skills for complex software or technical solutions.
Expected Experience
- Candidates are expected to demonstrate experience that includes:
- Leadership of large, multi‑layered commercial or customer‑facing teams within a B2B, technology‑led, or subscription‑based business.
- Direct accountability for renewals, recurring revenue, retention, or customer lifecycle performance at scale.
- Ownership of revenue forecasting, pipeline governance, and performance management in a complex sales environment.
- Executive‑level partnership with Sales, Marketing, Operations, and Customer Success leaders.
- Experience operating in matrixed, international organisations with regional or EMEA scope.
Preferred Qualifications
- Experience leading renewals or customer lifecycle functions within a SaaS, software, or technology‑enabled services organisation.
- Familiarity with UK and EMEA commercial practices, procurement models, and enterprise contracting environments.
- Experience working with indirect sales models, partners, or channel ecosystems.
- Demonstrated success driving transformation or scale within a renewals or revenue operations function.