Company Overview

ActiveProspect is on a mission to make consent-based marketing the best channel for online customer acquisition. We provide marketers the products they need to acquire qualified customers at scale. Our platform is trusted by thousands of companies engaged in direct-to-consumer marketing, helping them save wasted spend, comply with ever-changing regulations, and manage a constantly evolving partner landscape. Our flagship product, TrustedForm, is used to certify over 1 billion opt-in digital customer leads every year and is the gold standard for documenting prior express written consent for TCPA compliance.

Job Summary

ActiveProspect is seeking a detail-oriented and customer-focused Renewals Manager to manage the end-to-end renewal process for our subscription-based customers. As a key member of the RevOps team, you will be responsible for ensuring timely contract renewals, maintaining high customer retention rates, and partnering with internal teams to provide a smooth renewal experience.

In this role, you will own and close strategic renewal negotiations, coordinate cross-functional alignment across Sales, Legal, Finance, and Customer Success, and serve as the internal and external point person for commercial contract execution. The ideal candidate brings strong contract negotiation skills, customer empathy, and a collaborative mindset that ensures both retention and revenue growth.

Responsibilities:

Renewal Deal Ownership

• Own complex conversations related to customer renewals, including pricing discussions, contract structuring, and negotiation strategy.
• Serve as the primary point of contact for renewal negotiations, working collaboratively with Customer Success Managers (CSMs) Closes >95% of renewal deals on time and in alignment with margin and pricing policies.
• Act as a commercial ombudsman, buffering customer relationships from friction around pricing or contract changes.
• Collaborate as needed with Legal and Finance to manage approvals, redlines, term modifications, and compliance with margin and pricing policies.
• Manage Price Increases and product versioning in renewals

Pipeline & Forecast Management

• Actively manage a pipeline of upcoming renewal opportunities, ensuring timely engagement and deal progression.
• Collaborate with Revenue Operations to maintain accurate forecasting, renewal stage tracking, and reporting in CRM systems.
• Escalate risks and collaborate with internal teams to develop mitigation strategies for at-risk renewals.
• Informs product and pricing strategy by surfacing trends and feedback from renewal negotiations.
• Craft renewal offers that balance customer value and company objectives, taking into account usage, growth potential, and account health
  

Contract & Pricing Strategy

• Partner with Finance and Legal to align contract terms, pricing models, and approval processes for each deal.
• Recommend and execute discounting or bundling strategies as needed, within established margin and policy guidelines.
• Ensure contracts are executed efficiently, accurately, and in compliance with internal approval workflows.
  

Qualifications and Skills

• 3–5 years of experience in customer renewals, deal desk, sales, customer success, or revenue operations—preferably in a B2B SaaS environment.
• Demonstrated success in negotiating commercial terms and closing renewal or expansion deals.
• Strong understanding of SaaS pricing models, contract structures, and revenue levers (e.g., usage-based pricing, license tiers, upsell paths).
• Confident negotiator with a consultative, win-win approach to resolving objections and closing business.
• Experience working with Legal and Finance on contract redlines, approvals, and margin considerations.
• Proficiency in CRM tools like Salesforce, with familiarity in CPQ, CLM, and contract tracking tools.
• Comfortable working with spreadsheets, quoting tools, and internal financial systems to manage and analyze deal data.
• Excellent communication and interpersonal skills—able to work cross-functionally and build trust with internal stakeholders and external clients.
• Strong written and verbal communication, including the ability to clearly explain complex pricing or contractual topics.
• Highly organized and detail-oriented, with the ability to manage multiple deals simultaneously while maintaining data accuracy.
• Comfortable working in a deadline-driven environment with evolving processes and priorities.
• Minimum 5-10% travel required.

Reports to:

• VP, FP&A and RevOps

Direct Reports:

• Yes, TBD

Organizational Impact

• Revenue Retention: Directly responsible for reducing churn and securing renewals, contributing to high Gross Revenue Retention (GRR) and Annual Recurring Revenue (ARR).
• Deal Efficiency: Helps streamline negotiation timelines, reducing friction and ensuring renewals close predictably and on time.
• Forecast Accuracy: Provides clear visibility into renewal pipeline health and timing, improving company-wide revenue planning and reporting.
• Customer Trust: Acts as a strategic, professional presence during commercial negotiations, helping reinforce customer confidence in ActiveProspect’s partnership.
• Closes >95% of renewal deals on time and in alignment with margin and pricing policies.
• Anticipates and proactively addresses objections or risk signals before they escalate.
• Builds trust with both internal teams and customer stakeholders through professionalism, speed, and transparency.
• Champions process improvements (e.g., quoting templates, contract workflows) that benefit both efficiency and customer experience.
• Collaborates seamlessly with Customer Success, Finance, and Legal, to ensure renewals are aligned with strategic account goals and financial targets.
• Provides accurate and timely forecasting of renewal deal outcomes and probabilities.
• Informs product and pricing strategy by surfacing trends and feedback from renewal negotiations.

Benefits and Perks

• A collaborative work environment with the freedom and opportunities of a startup culture
• A global, remote-first company that encourages occasional team get-togethers
• Life and work balance
• Flexible vacation time
• Retirement plan matching up to 3% of your salary
• Varied options for health, dental, vision, disability and life insurance

ActiveProspect is an Equal Opportunity Employer committed to diversity and inclusion in the workplace.