The Role
Own and close strategic B2B SaaS renewals while building BlueVoyant’s renewals function, processes, playbooks, forecasting, systems, pricing guidelines, and KPI framework. Manage complex subscription negotiations, retention targets, expansion opportunities, and channel renewals. Partner cross-functionally with Sales, Customer Success, Finance, Legal, Deal Desk, and Revenue Operations, while coaching colleagues and helping scale the team.
Summary Generated by Built In
Position: Senior Renewals Representative
Reports To: Sales Leadership
Department: Sales
Location: Remote, US
Work Authorization: US Citizenship Required
BlueVoyant is seeking a Senior Renewals Representative to join our Sales team in a fully remote role, building our renewals function from the ground up while owning and closing a portfolio of strategic renewals. You'll do the hands-on work yourself and coach others. You'll design and drive the renewals process, playbooks, forecasting and systems that make renewals a predictable, scalable source of retained and expanded revenue. You'll work closely with Sales leadership, Customer Success, Client Executives, Deal Desk, Revenue Operations, Finance, Legal and channel partners, and help shape the team as it grows.
What You'll Do:
Build the Renewals Motion
BlueVoyant is an AI-driven cybersecurity company dedicated to standing between our customers and cyber threats. By combining human, artificial, and proprietary intelligence, we deliver a unified solution that protects every organization’s network, identities, vendors, and digital footprints as a single attack surface. The company’s award-winning Microsoft Security expertise helps organizations maximize their security investments while reducing risk and ensuring compliance.
Led by CEO, John Hernandez, BlueVoyant’s highly skilled team includes former government cyber officials with extensive frontline experience in responding to advanced cyber threats on behalf of the National Security Agency, Federal Bureau of Investigation, Unit 8200, and GCHQ, together with private sector experts. BlueVoyant services utilize large real-time datasets with industry leading analytics and technologies.
Founded in 2017 by Fortune 500 executives, including Chairman of the Board, Jim Rosenthal, Vice Chairman, Tom Glocer, and former Government cyber officials, BlueVoyant is headquartered in New York City and has offices in Maryland, Tel Aviv, London, Budapest, and Latin America and is committed to building a workplace where talented people are empowered to do their best work in the fight against global cyber threats.
All employees must be authorized to work in the United States of America. BlueVoyant provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, BlueVoyant complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.
Disclaimer: Please note that pursuant to contractual requirements and applicable law, for employees to perform work on some of the company’s federal contracts, U.S. citizenship is required. Accordingly, an employee’s ability to perform work on such contracts is contingent upon the company’s verification of the employee’s citizenship status.
#LI-AH1
#LI-Remote
Reports To: Sales Leadership
Department: Sales
Location: Remote, US
Work Authorization: US Citizenship Required
BlueVoyant is seeking a Senior Renewals Representative to join our Sales team in a fully remote role, building our renewals function from the ground up while owning and closing a portfolio of strategic renewals. You'll do the hands-on work yourself and coach others. You'll design and drive the renewals process, playbooks, forecasting and systems that make renewals a predictable, scalable source of retained and expanded revenue. You'll work closely with Sales leadership, Customer Success, Client Executives, Deal Desk, Revenue Operations, Finance, Legal and channel partners, and help shape the team as it grows.
What You'll Do:
Build the Renewals Motion
- Design and implement the end-to-end renewals process, from early engagement (120+ days out) through signature, booking and handoff.
- Define ownership and rules of engagement between Renewals, Customer Success, Client Executives and channel partners, including handoffs for at-risk and expansion opportunities.
- Build and document renewal playbooks covering engagement timelines, price uplift and multi-year strategies, co-termination, true-ups, and objection handling on MDR value and pricing versus an in-house SOC.
- Partner with Revenue Operations to configure renewal opportunities, stages, fields and automation in Salesforce and CPQ, and set data hygiene standards.
- Establish the renewals forecasting method and cadence, with accurate visibility into gross and net revenue retention.
- Define and report on core KPIs, including GRR, NRR, on-time renewal rate, churn and downsell reasons, and uplift achieved.
- Build a customer health and risk framework with Customer Success, using MDR service data (alert volume, false-positive rates, time-to-resolution, product adoption) to flag risk early.
- Set renewal pricing and discounting guardrails and approval paths with Deal Desk, Finance and Legal.
- Identify gaps in tools, data and process, and recommend improvements as the function scales.
- Manage a portfolio of strategic and complex renewals, delivering against quarterly and annual bookings and retention targets.
- Run the full renewal cycle: confirm scope, pricing and timelines, prepare quotes, and negotiate terms, including multi-year agreements, price increases, true-ups and payment terms.
- Lead value conversations with IT and security leaders using service outcomes and business impact.
- Work with Deal Desk, Legal and Finance to process order forms, MSAs and SLAs.
- Coordinate with channel and distribution partners on partner-sourced renewals.
- Identify expansion opportunities and partner with Client Executives on upsell and cross-sell.
- Serve as the organization's go-to renewals expert, coaching colleagues on process, deal strategy and negotiation.
- Help onboard and ramp future renewals hires, and contribute to hiring, territory design and compensation recommendations.
- Lead renewals forecast and pipeline reviews, giving Sales and executive leadership clear updates on risks and outcomes.
- Share customer feedback and churn insights with Product, Service Delivery and Customer Success to improve retention.
- 6+ years of experience in renewals, account management or B2B SaaS/subscription sales, with at least 3 years focused on renewals.
- Hands-on experience building or significantly scaling a renewals process, function or team, ideally at a growth-stage company.
- Deep operational knowledge of renewals, including process design, forecasting, CRM workflows, pricing and uplift strategy, and retention metrics (GRR/NRR).
- A proven track record of meeting or exceeding renewal and retention targets while carrying a quota.
- Experience coaching or mentoring peers, or informally leading a team, without formal people-management authority.
- Strong commercial skills in pricing, quoting and negotiating complex, multi-year subscription agreements.
- Advanced proficiency with Salesforce and CPQ tools.
- A builder mindset: comfortable with ambiguity, able to create structure where none exists, and eager to roll up your sleeves.
- Strong analytical skills and the ability to turn data into clear recommendations for leadership.
- Excellent verbal and written communication skills, and confidence with executive stakeholders, both internally and with customers.
- Experience in cybersecurity, MDR or managed security services (strongly preferred).
- Experience with Gainsight, Clari or similar platforms.
- Experience with consumption-based pricing, such as per-endpoint, data ingested (GB/day) or per-user models.
- Bachelor's degree or equivalent professional experience.
- Build a renewals function from the ground up at a fast-growing cybersecurity company, with real ownership of the process, playbooks and metrics that drive retention and growth.
- Help shape a growing team as a senior player-coach, with direct visibility to Sales and executive leadership.
- Join a global, mission-driven cybersecurity company defending organizations worldwide with cutting-edge data, technology, and expertise.
- Competitive compensation and a comprehensive benefits package, with support for wellbeing, development, and career growth.
BlueVoyant is an AI-driven cybersecurity company dedicated to standing between our customers and cyber threats. By combining human, artificial, and proprietary intelligence, we deliver a unified solution that protects every organization’s network, identities, vendors, and digital footprints as a single attack surface. The company’s award-winning Microsoft Security expertise helps organizations maximize their security investments while reducing risk and ensuring compliance.
Led by CEO, John Hernandez, BlueVoyant’s highly skilled team includes former government cyber officials with extensive frontline experience in responding to advanced cyber threats on behalf of the National Security Agency, Federal Bureau of Investigation, Unit 8200, and GCHQ, together with private sector experts. BlueVoyant services utilize large real-time datasets with industry leading analytics and technologies.
Founded in 2017 by Fortune 500 executives, including Chairman of the Board, Jim Rosenthal, Vice Chairman, Tom Glocer, and former Government cyber officials, BlueVoyant is headquartered in New York City and has offices in Maryland, Tel Aviv, London, Budapest, and Latin America and is committed to building a workplace where talented people are empowered to do their best work in the fight against global cyber threats.
All employees must be authorized to work in the United States of America. BlueVoyant provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, BlueVoyant complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.
Disclaimer: Please note that pursuant to contractual requirements and applicable law, for employees to perform work on some of the company’s federal contracts, U.S. citizenship is required. Accordingly, an employee’s ability to perform work on such contracts is contingent upon the company’s verification of the employee’s citizenship status.
#LI-AH1
#LI-Remote
Skills Required
- 6+ years of experience in renewals, account management, or B2B SaaS/subscription sales
- At least 3 years focused on renewals
- Experience building or significantly scaling a renewals process, function, or team
- Operational knowledge of renewals, forecasting, CRM workflows, pricing, uplift strategy, and GRR/NRR metrics
- Track record of meeting or exceeding renewal and retention targets while carrying a quota
- Experience coaching or mentoring peers or informally leading a team
- Strong commercial skills in pricing, quoting, and negotiating complex multi-year subscription agreements
- Advanced proficiency with Salesforce and CPQ tools
- Strong analytical skills and ability to provide recommendations to leadership
- Excellent verbal and written communication skills with executive stakeholders
- Bachelor's degree or equivalent professional experience
- US citizenship and authorization to work in the United States
- Experience in cybersecurity, MDR, or managed security services
- Experience with Gainsight, Clari, or similar platforms
- Experience with consumption-based pricing models
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The Company
What We Do
BlueVoyant is an analytics-driven cybersecurity company based in New York City, whose mission is to defend businesses around the world against agile and well-financed cyber attackers by providing unparalleled visibility, insight and responsiveness.
