Renewals Manager

About Us
Panorays is a company dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary business cost but an integral driver of growth. With Panorays, our customers’ defenses constantly evolve with their risk landscape, enabling companies to scale confidently with a solution that grows as they do.
About the Role
The ideal Renewals Manager is a commercially sharp, process-oriented owner of the renewal who understands how security and risk teams budget for, justify, and buy a third-party risk program. You treat every renewal as the moment the customer re-confirms the value of Panorays, not as paperwork. You bring a track record of closing a high volume of renewals on time and at the right price, the discipline to run a forecast that holds, and a customer-first approach, with an interest in growing within a dynamic, fast-growing cybersecurity company.
A Renewals Manager owns the renewal for Panorays’ commercial customers, from quote to close, starting 120 days before the renewal date. The Renewals Manager secures up-for-renewal revenue, reduces renewal risk, and works closely with Customer Success Managers, Account Managers, Support, Finance, Legal, and Sales Operations.
Work Days: Monday–Friday, [U.S. / EMEA] business hours.

Own the quote-to-close process for a book of commercial renewals, starting 120 days before the renewal date and closing in Salesforce on or before it.
Achieve or exceed quarterly renewal targets for retention, price increase, and multi-year term extension.
Run every renewal to the Panorays renewal workflow: take the CSM handoff at 120 days (health summary, risk flags, expansion context), build a renewal plan covering terms, pricing, and products, issue the proposal, negotiate, and close.
Partner with the CSM to assess customer health, choose the right renewal path, and agree action plans that raise utilization ahead of the renewal.
Articulate the value of renewing to security leaders and procurement alike, and handle objections on price, scope, and term.
Apply the standard renewal price increase as the default on every renewal, and escalate exceptions early with a clear business case.
Identify at-risk renewals well before the renewal date, escalate to the right people, and mitigate contraction and churn with the CSM, Support, and, where needed, Product.
Keep the renewal forecast accurate: update Salesforce monthly from 120 days out and weekly once the renewal is in quarter, with every forecast stage evidenced by the customer.
Structure multi-year, co-termed and multi-currency renewals, and work with Legal and Finance on terms, quotes, purchase orders, invoicing and collections.

Experience & Skills

2-5 years of experience in renewals, account management, customer success, or sales for B2B SaaS, preferably cybersecurity.
Proven track record of meeting or exceeding a renewal or retention quota.
Experience running a high volume of renewals at once, staying organized at scale and through end-of-quarter peaks.
Strong negotiation skills, including price increases, multi-year terms, complex licence agreements, and working with customer procurement teams.
A solid understanding of SaaS pricing and contract models, and the ability to learn Panorays’ offering and pricing quickly.
Forecasting discipline in Salesforce, with accurate, current opportunity records - a must.
Commercial and numerical fluency: ARR, GRR, NRR, contract terms and renewal economics.
High level of verbal and written communication skills in English, across email, video calls, presentations and proposals - a must.
Ability to close with integrity and independence, and to work as part of a team in an entrepreneurial environment.

Bonus / Preferred

Experience in third-party risk management (TPRM), security ratings, GRC, or cybersecurity.
Experience renewing with regulated industries such as financial services and their procurement processes.
Experience with channel or partner-sourced renewals.
Experience building a renewals function, playbook, or digital renewal motion.
Experience with quoting / CPQ and contract tools.
Experience with customer success and conversation-intelligence tools such as Planhat and Gong, or similar.