Head of Renewals

Position Overview

The Head of Renewals will lead the renewals function ensuring predictable recurring revenue and an exceptional customer renewal experience. This leader will manage a team of Renewal Managers and Specialists partner cross-functionally with Customer Success Sales and Finance and own the strategy forecasting and execution of renewals across all customer segments.

This is a high-impact role that combines strategic planning commercial acumen and operational leadership to maximize retention and growth within our existing customer base.

Key Responsibilities

• Own and execute the renewals strategy ensuring high on-time renewal and retention rates.

• Manage coach and develop a high-performing team of renewal professionals.

• Partner cross-functionally with Customer Success Sales Finance and Legal to deliver seamless renewal experiences.

• Build and maintain renewal playbooks forecasting models and performance dashboards to drive visibility and accountability.

• Forecast renewal revenue accurately and report retention metrics to senior leadership.

• Analyze churn and retention data to identify trends root causes and process improvement opportunities.

• Lead contract negotiation and pricing discussions to optimize renewal outcomes.

• Drive automation and process efficiency working with RevOps and Systems to optimize CRM and CPQ tools.

• Collaborate with Product and Marketing to feed customer insights into roadmap and value communication strategies.

Key Competencies

1. Commercial Acumen

Strong understanding of SaaS revenue mechanics — ARR churn gross and net retention and expansion. Balances customer value with business outcomes.

• Anticipates renewal risks and acts proactively.

• Uses financial and operational data to inform decisions.

• Understands pricing contract structure and revenue impact.

• Demonstrates strong negotiation and business judgment.

2. Leadership & Team Development

Builds coaches and leads a high-performing renewals team.

• Sets clear KPIs and performance expectations.

• Provides coaching and development opportunities.

• Fosters a culture of accountability and collaboration.

• Leads with empathy and resilience through change.

3. Operational Excellence

Designs and manages scalable efficient and predictable renewal processes.

• Implements consistent renewal workflows and automation.

• Drives forecasting accuracy and process discipline.

• Partners with RevOps to optimize systems and tools.

• Continuously improves renewal processes to support scale.

4. Customer Centricity

Aligns renewal success with customer value and satisfaction.

• Partners with CS to ensure adoption and value realization.

• Builds trusted relationships to support long-term retention.

• Handles escalations with a solution-oriented mindset.

• Uses customer feedback to influence product and pricing.

5. Collaboration & Influence

Works cross-functionally to align strategy process and outcomes.

• Partners with Sales Finance and Legal on renewals.

• Communicates clearly and persuasively across teams.

• Influences through insight and data not authority.

• Builds trust and alignment with internal stakeholders.

Qualifications

• 7–10+ years of experience in B2B SaaS renewals account management or customer success with 3+ years leading teams.

• Proven track record of achieving or exceeding renewal and retention targets.

• Experience scaling a renewals function in a high-growth SaaS environment.

• Strong proficiency with Salesforce CPQ Gainsight or similar tools.

• Excellent analytical communication and stakeholder management skills.

• Bachelor’s degree required; MBA or equivalent preferred.

Performance Metrics

• Gross Revenue Retention (GRR)

• Net Revenue Retention (NRR)

• On-Time Renewal Rate

• Upsell / Cross-Sell Contribution

• Forecast Accuracy

• Team Engagement & Productivity

The listed Pay Range reflects base salary range except for sales roles the range provided is the role’s On Target Earnings ('OTE') range meaning that the range includes both the sales commission/sales bonus targets and annual base salary for the role. This pay range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors including the candidate’s experience qualifications and location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year flex PTO and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical dental and vision benefits.

Annual Pay Range

$200000—$240000 USD