Head of Global Tech Renewals - Go to Market (GTM)

About the Role

The renewals team plays a vital role in RWS Group's success, and this leadership position will be instrumental in shaping the company's global renewal strategy. The ideal candidate will have a deep understanding of SaaS subscription models, entitlement structures, and quoting/invoicing workflows, as well as experience in managing globally distributed teams.

The Head of Global Tech Renewals will report to the senior leadership team and will be responsible for collaborating with cross-functional stakeholders, including Sales, Legal, Finance, and Fulfilment.

What You Will Do

• Lead, mentor, and scale a team of Renewals Managers and Team Leads, fostering a culture of high performance, accountability, and continuous improvement
• Oversee the complete renewal lifecycle from contract and entitlement review, quote preparation, and customer negotiation, through to final agreement and booking within the Order Management System (OOS), Salesforce (SFDC), and CPQ
• Drive retention rates and protect ARR by formulating and executing strategies to maximize pricing and secure long-term agreements
• Act as the strategic liaison between the Renewals team and Account Managers (AMs), Legal, Finance, Commercial Operations, and Fulfilment to ensure alignment on pricing strategies, exception handling, and compliance with contractual provisions
• Serve as the senior point of escalation for complex customer negotiations, commercial adjustments, and at-risk renewals, ensuring smooth transitions and minimized churn
• Champion and lead initiatives to streamline renewals workflows, partnering with Growth Tech and IT teams to drive critical system integrations, implement AI-driven contract risk intelligence, and automate quoting and assignment processes
• Analyze data to identify trends, forecast accurately, and drive proactive business decisions
• Develop and manage budgets, forecasts, and revenue targets, ensuring alignment with company goals and objectives
• Collaborate with the sales team to identify opportunities for upselling and cross-selling, driving revenue growth and customer satisfaction
• Develop and implement processes to ensure compliance with regulatory requirements and company policies

What We Are Looking For

• 6+ years of progressive experience in renewals, customer success, or commercial sales operations leadership, preferably within an Enterprise Software, SaaS, or highly technical organization
• 4+ years of experience in managing, coaching, and scaling globally distributed, multi-cultural teams
• Demonstrated success in protecting ARR, negotiating complex enterprise software contracts, and driving renewal strategies at scale
• Deep understanding of SaaS subscription models, entitlement structures, and quoting/invoicing workflows
• Proficiency in CRM systems (Salesforce strongly preferred) and complex Order Management Systems
• Exceptional communication and presentation skills, with the ability to influence cross-functional stakeholders (Sales, Legal, Finance) at all levels, up to executive leadership
• Proven ability to negotiate with high-level procurement and senior purchasing contacts
• Accountability for weekly, monthly, and quarterly forecasting activities, coupled with experience in annual budget planning and revenue target management
• Analytical mindset with the ability to leverage data to identify trends, forecast accurately, and drive proactive business decisions
• Fluency in written and spoken English is required

Nice to Have

• Experience with Adjust and Excel
• Knowledge of GTM and sales operations
• Certification in sales or marketing
• Experience working in a fast-paced, dynamic environment
• Ability to travel up to 10% of the time

Benefits and Perks

• Competitive salary and bonus structure
• Comprehensive health insurance package
• Generous paid time off (PTO) policy
• Remote work stipend and equipment allowance
• Professional development and training opportunities
• Access to cutting-edge technology and tools
• Collaborative and dynamic work environment
• Recognition and reward programs for outstanding performance
• Flexible working hours and work-life balance

• Develop a deep understanding of SaaS subscription models, entitlement structures, and quoting/invoicing workflows to stand out in this role.
• Showcase your experience in managing globally distributed teams and driving operational efficiencies.
• Highlight your analytical mindset and ability to leverage data to identify trends and drive proactive business decisions.
• Be prepared to discuss your experience with CRM systems, such as Salesforce, and complex Order Management Systems.
• Emphasize your exceptional communication and presentation skills, with the ability to influence cross-functional stakeholders at all levels.
• Research the company culture and values to demonstrate your alignment with RWS Group's mission and vision.
• Prepare examples of your negotiation skills and ability to drive revenue growth and customer satisfaction.