The posting
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.
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.
Excerpt
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.
