Darktrace has more than 2,500 employees located globally. Founded by mathematicians and cyber defence experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption.
For over a decade, Darktrace has pioneered a proactive, AI-native approach to security. Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cybersecurity, with technology innovations backed by over 200 patents and pending applications.
Today, Darktrace is a global leader in cybersecurity AI, delivering the essential cybersecurity platform to protect organisations today and for an ever-changing future.
Job Summary
As a Renewals Manager (RM), you will play a pivotal role in maximizing recurring revenue through renewals. This involves executing strategies, collaborating with account teams, coaching for growth, ensuring efficient processes, negotiating contracts, and setting a positive example for Customer Success Managers (CSMs) and cross-functional teams. This role demands strong problem-solving skills, attention to detail, and the ability to work both independently and as part of a team. You will also act as a mentor to less experienced team members, contribute to project planning and delivery, and ensure high standards of customer satisfaction.
Key Duties & Responsibilities
- Enhance product knowledge and communicate the Darktrace ActiveAI Security Platform's unique technology differentiators to customers.
- Conduct regular reviews for both short-term (0-3 months) and long-term (3+ months) deals, developing proactive risk mitigation plans for at-risk deals, and keeping renewal notes meticulously updated in Sparta.
- Lead negotiations and strategy for Tier 1 and Tier 2 renewals, apply renewal uplift policies, strive to maximize term lengths, and identify and price upsell opportunities to drive customer expansion.
- Provide accurate renewal and expansion forecasts to the Renewal Director or VP on a weekly basis, and collaborate effectively with CSMs, sales, and technical teams to promote alignment and clear communication.
- Mentor more junior team members by sharing best practices and helping ramp up new team members, and serve as a commercial resource to customers on renewal proposal calls.
Qualifications & Experience
- Proven experience in managing and renewing customer portfolios, including risk mitigation.
- Expertise in commercial strategy, including negotiation and upsell opportunities.
- Ability to deliver accurate forecasts and manage renewal processes efficiently.
- Excellent collaboration and communication skills, with experience working across cross-functional teams.
