Head of Renewals

Head of Renewals (m/f/d)

the company has the ambition to become the leading human risk management provider in Europe. Our award-winning awareness platform triggers behavioural change by providing effective and engaging training and simulations on cybersecurity and data protection. Cybercrime is costing the world >$10 trillion annually and growing by 15% p.a. — we invite you to be part of the solution!

As our Head of Renewals (m/f/d), you will be the architect of our renewals engine. You won't just manage a growing team of commercially-minded Renewal Managers - you will be the driving force behind protecting and expanding the company's recurring revenue base. Your team owns the late-stage commercial conversation: pricing, contract terms, and hard negotiation. Your counterpart in Customer Success Management owns adoption, value communication, and problem triage - your job is to make sure that handoff is seamless, so that by the time a renewal reaches negotiation, the commercial case is already strong.

Your mission is to build a predictable, commercially rigorous renewal motion that defends Gross Retention, unlocks Net Revenue Retention, and turns contract renewal into a strategic moment rather than an administrative one.

This role is based in Germany, ideally in Cologne or Berlin. We're open to other German locations for the right candidate, with travel required to connect with the team and key accounts.

• Lead & Enable:
  You will lead, mentor, and empower a growing team of Renewal Managers, fostering commercial rigor, negotiation craft, and the operational discipline to run a book of business like a business.

• Retention Optimization:
  You have a sharp eye for risk, prioritizing accounts and interventions that move the needle on GRR and NRR while phasing out low-impact activities to keep the team focused on what truly protects the business. You will ensure that pricing frameworks, discount governance, and contract terms are perfectly aligned with our growth targets.

• Commercial Negotiation:
  Together with your team, you will drive late-stage, high-stakes renewal negotiations - holding firm, defensible commercial lines while finding creative paths to close.

• Partnership with CSM:
  You will build a tight operating rhythm with the Customer Success Management team, ensuring clean handoffs on account health, adoption signals, and open issues, so your team walks into every negotiation with full context and no surprises.

• Executive Stakeholder Management:
  You will support your team in engaging with and influencing executive stakeholders with budget ownership and decision making authority.

• Cross-functional Collaboration:
  
  You will work closely with Customer Success, Sales, and Rev Ops teams to ensure seamless account handoffs, accurate forecasting, and coordinated commercial strategy.

• Scale-up Mindset:
  You will actively develop our renewals playbooks and best practices - you aren't afraid to "roll up your sleeves" to improve processes operationally.

• Lead by Example:
  You will personally manage selected high-value or at-risk renewals to lead by example and protect our most strategic accounts.

• Successful takeover and further development of the newly formed Renewals team.

• Optimization of the renewals framework to increase forecast accuracy and reduce late-stage surprises.

• Ensuring high Gross Retention and improving deal velocity through improved renewal enablement and effective risk mitigation.

• Active contribution to pricing and discount governance, including clear guidance on price increase clauses and contract segmentation.

• Achieving team targets regarding Gross Retention (GRR) and expansion at the time of renewal

• Renewals & SaaS
  
  Experience:
  
  At least 5 years of experience in Renewals, Account Management, or a commercial Customer Success capacity within the SaaS environment, ideally with a focus on complex security solutions.

• Leadership
  
  Experience:
  
  You have at least 2 years of management experience and are passionate about coaching a team to peak commercial performance.

• Operational Impact:
  You cut through complexity to…