Senior Manager, Renewals

Who We Are Finance leaders choose Billtrust to get paid faster, control costs, and maximize customer satisfaction. As the leader in B2B accounts receivable workflow and payment software, we provide the world’s leading brands with AI-powered solutions across the full AR lifecycle—from invoice presentment and payment processing to cash application and collections. With over 2,600 global customers, more than $1 trillion in invoice dollars processed, and a proprietary network of 13 million buyers, Billtrust delivers business value through deep industry expertise and a culture relentlessly focused on meaningful customer outcomes. We’re an AI-first company, not just in what we build for our customers, but in how we work. Across every function, our teams use AI tools daily to work faster, make better decisions, and deliver higher-quality outcomes. We hire exceptional people, give them cutting-edge AI capabilities, and measure success by the impact they create. If you want to do the best work of your career at the frontier of AI and fintech, Billtrust is the place to do it. Our Values Customers We relentlessly increase value for customer and do the right thing for them. Action We make ‘thoughtfully fast’ decisions, act quickly, cut through red tape, deliver progress not perfection, take ownership and accountability. Team Spirit We put the team ahead of ourselves, foster trust and respect, collaborate with passion, despise toxic politics, value our differences, and celebrate together. Innovation We challenge the status quo, experiment thoughtfully, and are novel and brilliant in what we create. Excellence We love to win, but we hate losing even more. We aspire to be the best and take pride in our work. When we fall short, we own it and come back stronger. About the Role: Reporting to our Director of Renewals, the Sr. Manager, Renewals is a critical leadership role responsible for setting the strategy and leading the team that drives commercial contract excellence and gross revenue retention (GRR) across Billtrust customers. You will lead, coach, and develop a team of renewal professionals and people leaders, and champion the use of AI tools and co-worker agents to prepare renewal strategies, analyze pricing and contract data, and surface risk early, while focusing your own expertise on renewal strategy, team performance, executive relationships, and high-stakes negotiations. You will own the team’s end-to-end renewal process, from strategy creation through contract signature, across a book of assigned accounts, working closely with Sales and Customer Success and partnering with Legal, Deal Desk, Finance/Accounting, Product, and SalesOps. This year we are elevating our Renewals team to a proactive, strategic support model, and you will shape how it operates by defining the renewal strategy and playbooks, building the team’s capability, mitigating renewal risk early, and holding the team accountable for accurate renewal data in Salesforce. What You’ll Do: Theme 1: Team Leadership & AI-First Enablement - Lead, coach, and develop a team of renewal professionals and people leaders, setting clear goals, providing regular feedback, and building a high-performing, accountable team culture. - Drive AI adoption across the team by embedding AI tools and co-worker agents into daily renewal workflows, sharing best practices, and measuring the impact on productivity and forecast accuracy. - Manage team structure, capacity, and account coverage, and hire, onboard, and retain top renewals talent, building a leadership bench for the function. - Other duties as assigned. Theme 2: Proactive Renewal Execution & Commercial Excellence - Own the GRR target and the team’s full contract renewal lifecycle, ensuring our standard process is initiated well in advance of expiration so renewals are on time and commercially sound. - Review and approve renewal strategies, pricing and contract analyses, and recommendations, and personally lead negotiations on strategic, escalated, and at-risk accounts with executive stakeholders. Theme 3: Cross-Functional Partnership - Partner with Sales, Customer Success, Legal, Deal Desk, Finance/Accounting, Product, and SalesOps to ensure renewals are executed as planned and in line with company standards. - Enable consistent, value-anchored renewal conversations across the team with clear messaging, value articulation, and pricing rationale. Theme 4: Reporting, Forecasting & Operational Efficiency - Own renewal performance reporting and forecasting, including renewal status and churn risk, and present insights to executive leadership to inform decisions and achieve retention rate goals. - Use AI-powered resources to identify patterns across the renewal portfolio, prioritize team focus, and continuously improve forecast accuracy. - Identify process gaps and drive operational improvements across the broader renewals function. What You’ll Bring: Required Skills: - 8+ years of experience in renewals or account management roles in a B2B SaaS environment, including 3+ years leading teams and/or managing people leaders. - Demonstrated ability to lead a large book of renewals from initiation through close, including complex pricing and term negotiations and executive stakeholder communication. - Track record driving AI adoption across a team or function, including building AI tools and co-worker agents into team workflows. - Proficient data analysis skills with experience tracking, reporting, and forecasting against renewal KPIs. - Strong cross-functional collaboration skills, working alongside Sales, CS, Finance, Legal, Deal Desk, Sales Ops, and leadership to align on strategy and execution. - Excellent written and verbal communication skills, with the ability to craft clear value messaging and pricing rationale for diverse audiences. Preferred Skills: - Experience using CRM and renewal management platforms (e.g., Salesforce CPQ, Clari) for pipeline management and forecasting. - Experience designing AI-assisted workflows or co-worker agents that improve team efficiency and forecast accuracy. - Experience hiring and building renewals or account management teams. - Background in fintech, payments, or accounts receivable software. The expected base salary range for this position is $103,000 - $145,000 annually. Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process. What You’ll Get At Billtrust, we believe your total rewards should reflect the impact you make. Our benefits package includes comprehensive health coverage, competitive retirement, generous PTO and parental leave, flexible work options, and meaningful investment in your professional development. We’re building something special and we want you to feel supported while doing it. At Billtrust, we value an equitable and inclusive work environment and strive to build and foster diverse teams. Even if your work experience doesn’t align exactly with the position requirements, we’d still love to hear from you. You may just be the right candidate for this or other roles. We are committed to building a team that represents a variety of diverse backgrounds, perspectives, and skills. We are proud to be an equal opportunity workplace that celebrates and supports diversity and inclusion. We make all employment and related decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law.