Commercial Renewals Manager

Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI.

The Darktrace Active AI Security Platform™ delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace’s platform and services are supported by over 2,400 employees around the world. To learn more, visit http://www.darktrace.com.  

Job Description:

The Renewals Manager role focuses on driving customer retention and ensuring timely renewals. As a commercial Renewals Manager you will be responsible for the delivery of renewing contracts up to $50k ACV across EMEA, in a fast-paced environment. You will work as part of a close and collaborative team of Renewals Managers and Directors, reporting directly to Martha Gray.

This position is on a hybrid basis with three days a week in the London or Cambridge office. Those in Cambridge would be required to work from London at least once a week.

What will I be doing:

• Understanding the Renewal Playbook: Learn the full renewal process, including qualifying, validating, and forecasting renewals.
• Customer Engagement: Prepare and lead introduction meetings, discovery sessions, and value mapping exercises.
• Commercial Strategy: Manage pricing, timelines, and legal hurdles for renewals.
• Collaboration: Work closely with Customer Success Managers, Sales Directors, and Channel Managers.
• Forecasting and Reporting: Participate in weekly cadence calls and provide accurate renewal forecasts.
• Best Practices: Apply strategies for direct and indirect renewals, and leverage partner relationships.

What experience do I need:

Candidates will likely be in a customer facing role and seeking the opportunity to further their career in a Renewals environment. Previous Renewals experience isn’t necessary, although a commercial mindset and understanding of deal cycles would be useful along with an understanding of the cyber environment. At interview we will be looking for candidates to demonstrate:

• Strong communication and negotiation skills,
• Ability to analyse account history and identify upsell opportunities,
• Familiarity with frameworks such as MEDDPICC for risk assessment,
• Strategic thinking to align renewal proposals with wider customer priorities,
• The ability to work effectively across teams to meet goals and customer needs,
• Commercial acumen and a drive to succeed,
• Ability to succeed in a target driven environment,
• Previous experience with Salesforce would be a benefit but isn’t essential.

Benefits:

• 23 days’ holiday + all public holidays, rising to 25 days after 2 years of service,

• Additional day off for your birthday,

• Private medical insurance which covers you, your cohabiting partner and children,

• Life insurance of 4 times your base salary,

• Salary sacrifice pension scheme,

• Enhanced family leave,

• Confidential Employee Assistance Program,

• Cycle to work scheme.