Renewals Manager

About Doppel

Doppel is building the future of social engineering defense. Our AI-native platform uses agentic AI to protect executives, employees, customers, and brands from phishing, impersonation, fraud, and other AI-powered threats across digital channels. Backed by leading investors including Andreessen Horowitz and Bessemer Venture Partners, Doppel is a rapidly growing Series C company helping customers stay ahead of modern digital threats.

The Role

We are hiring our first dedicated Renewals Manager to build and run the renewals function at Doppel.

This is a builder role and a hands-on commercial role. You will not inherit a finished renewals organization or simply administer contracts. You will design the operating model while personally owning renewal execution across our customer base.

You will establish the systems, processes, forecasting discipline, commercial guardrails, segmentation, and cross-functional handoffs required to make renewals predictable and scalable. At the same time, you will be directly responsible for moving renewals from early planning through commercial negotiation, procurement, signature, and close.

You will partner closely with Customer Success Managers, Account Executives, CS Operations / RevOps, Deal Desk, Finance, Legal, and channel partners. Customer Success will continue to own customer value, adoption, health, and risk-recovery plans. You will own the commercial renewal motion and renewable ARR.

This is initially an individual-contributor role, with the opportunity to help define how the renewals organization should evolve as Doppel scales.

What You Will Do

Build the Renewals Function

• Design and implement Doppel's scalable renewals operating model, including lifecycle stages, ownership, exit criteria, escalation paths, and rules of engagement.
• Establish renewal motions for strategic, core, scaled, direct, channel, and auto-renewal customers.
• Build a forward-looking renewal forecasting and inspection cadence that gives leadership reliable visibility into renewable ARR, expected renewals, churn, contraction, timing risk, and commercial blockers.
• Define clear renewal stages, forecast categories, risk definitions, and Salesforce data requirements so the renewal book can be inspected consistently.
• Develop playbooks, templates, customer and partner cadences, dashboards, reporting, and repeatable commercial workflows.
• Partner with Deal Desk, Finance, Legal, Sales, and CS leadership to define commercial guardrails for standard uplifts, multi-year agreements, co-terming, concessions, downsells, payment terms, and non-standard exceptions.
• Establish consistent churn and contraction reason codes and use renewal data to identify systemic retention risks and improvement opportunities.
• Identify opportunities to automate renewal opportunity creation, reminders, quoting, risk detection, reporting, and administrative work using Salesforce, customer-success tooling, and AI.
• Continuously refine the model as renewal volume and complexity grow, including recommending when additional renewal capacity or specialized coverage is required.

Run the Renewal Business

• Personally own the end-to-end commercial renewal lifecycle across Doppel's customer base, from early planning through quote, negotiation, procurement, signature, and close.
• Maintain a forward-looking view of the renewal book and ensure upcoming renewals are identified, validated, and actively managed well in advance of expiration.
• Lead customer-facing renewal conversations covering pricing, uplift, term, multi-year options, scope changes, downsell, procurement, and contract execution.
• Own standard renewal quotes and commercial execution, routing non-standard pricing or terms through DealHub and the appropriate approval process.
• Maintain an accurate renewal forecast and provide evidence-based visibility into expected outcomes, churn and contraction exposure, timing risk, and blockers.
• Partner with CSMs to translate account health, adoption, business outcomes, support history, stakeholder changes, and competitive signals into the renewal strategy.
• Identify renewal risk early and drive the commercial components of mitigation plans alongside the CSM, AE, leadership, and executive sponsor.
• Coordinate partner-led renewals and ensure Doppel, the partner, CSM, and AE are aligned on timing, pricing, scope, customer communication, and remaining steps to close.
• Partner with AEs on combined renewal-and-expansion motions. Renewals remains accountable for the existing renewable ARR and renewal execution; the AE owns incremental expansion ARR. Together, you will create one coordinated customer-facing commercial strategy.
• Manage complex renewal structures including multi-year terms, co-terming, product changes, pricing adjustments, and approved commercial exceptions.
• Keep Salesforce accurate and current as the single source of truth for renewal amount, forecast category, risks, next steps, owners, commercial status, and expected close timing.
• Ensure signed renewals become clean, billable transactions by coordinating PO requirements, billing contacts, subscription dates, payment terms, invoice schedules, and other required information with Finance.
• Analyze churn, contraction, uplift realization, multi-year adoption, late renewals, forecast variance, and other renewal patterns and turn those insights into improvements to the operating model.

What We Are Looking For

• 5+ years of experience in SaaS renewals, account management, customer success, or another commercial post-sale role, with meaningful direct ownership of renewals.
• Demonstrated experience owning a renewal target or book of business and delivering strong retention outcomes with disciplined forecasting.
• Experience building or materially improving a renewals process, operating model, playbook, forecast methodology, or commercial cadence—not simply operating within an established one.
• Experience in cybersecurity or another complex B2B SaaS environment involving enterprise customers, channel partners, procurement, and legal stakeholders.
• Strong commercial judgment and negotiation skills across pricing, term, uplift, concessions, multi-year agreements, procurement, and contract execution.
• Ability to operate both strategically and tactically: you can design the process, build the dashboard, negotiate with a customer, inspect a forecast, and chase a signature when needed.
• Ability to distinguish customer-value risk from commercial or transaction risk and mobilize the right cross-functional team for each.
• Strong executive communication skills: concise, credible, comfortable with senior customer stakeholders, and effective in high-pressure commercial situations.
• Strong analytical skills and operational rigor, with the ability to manage a large number of concurrent renewal dates without losing the strategic context of the account.
• Strong Salesforce fluency; experience with CPQ / DealHub-style quoting, forecasting tools, customer-success platforms, and contract workflows is highly valuable.
• Comfort operating in a fast-growing environment where roles and processes are evolving and you are expected to create structure rather than wait for it.

Why Join Doppel

• Competitive compensation and meaningful equity; $120,000 - $130,000 OTE
• Flexible work environment.
• Comprehensive health benefits, PTO, and parental leave.
• Opportunity to build a critical recurring-revenue function from the ground up and have a direct impact on how Doppel scales.

Success Measures

• Strong Gross Revenue Retention and achievement of Doppel's renewable ARR target.
• High percentage of renewals completed on or before the contractual renewal date.
• Reliable renewal forecast accuracy with risks identified early enough for the business to act.
• Consistent realization of approved renewal uplifts and increased adoption of multi-year agreements where appropriate.
• Reduced late-stage surprises, emergency extensions, and renewals entering the final 30 days without a clear path to close.
• Clear visibility into churn and contraction drivers with measurable improvements based on those insights.
• Consistent execution of direct, channel, and auto-renewal motions with clean ownership and handoffs.
• A scalable, documented renewals operating model that reduces administrative burden on CSMs and allows them to spend more time driving customer value.
• Clean handoffs from signed renewal to Finance, with accurate contracts, dates, PO information, billing contacts, and payment terms.
• A clear recommendation for how the Renewals function should scale as Doppel's customer base and renewable ARR grow.

Originally posted on Himalayas