About The Company

Qumulo is the unstructured data platform to store and manage exabyte-scale data anywhere – at the edge, in the core data center and in the cloud. With unstructured data growing in more locations faster than ever before, enterprises today need a way to store, manage, and curate data simply and efficiently in any location, on any platform. This is precisely what Qumulo was founded to accomplish.

At Qumulo, we are building an open and collaborative culture where people can do their best work with customers as our magnetic field. We act as owners, we share by default, we are data driven and experimental and as an inclusive workplace, we encourage and celebrate multiple points of view. As part of our culture we believe diversity drives innovation.

About The Position

The Strategic Renewals Manager is responsible for protecting and growing annual recurring revenue by owning the commercial renewal motion for mid-market and enterprise customers. This role sets renewal strategy, ensures operational discipline, and drives alignment across Sales, Customer Success, Finance, Legal, and channel partners. The position provides the structure, governance, and commercial rigor needed to deliver predictable renewal performance in a SaaS environment.

The role requires a blend of analytical capability, negotiation acumen, cross-functional influence, and the ability to impose clarity in complex renewal scenarios, including multi-year structures, EOL transitions, pricing standardization, and cloud migration planning.

Renewal Strategy and Commercial Ownership

• Lead the full renewal lifecycle, including planning, pricing, quoting, commercial positioning, negotiation, and closure.
• Build renewal strategies that protect ARR and prevent revenue erosion through term compression, unnecessary concessions, or uncontrolled discounting.
• Use customer usage trends, historic pricing, contract language, and business justification to shape renewal approaches.
• Run consistent renewal forecasting with a high degree of accuracy and provide meaningful insights to leadership.

Governance and Policy Enforcement

• Apply and uphold pricing guardrails, uplift frameworks, term standards, and contractual policies.
• Ensure consistency in renewal execution across customer segments, partner channels, and sales regions.
• Work with Legal and Finance to resolve complex terms, cloud migration scenarios, multi-year options, and exceptions requiring executive approval.
• Support the creation and refinement of renewal SOPs, including governance reviews for large or strategic accounts.

Cross-Functional Leadership

• Partner with Sales leadership and TAMs to drive accountability for renewal health, customer readiness, and timely progression.
• Collaborate with Customer Success to ensure adoption, value realization, and risk identification early in the cycle.
• Work with strategic partners and distributors to ensure accurate quoting, aligned communication, and efficient execution.
• Represent the renewals function in cross-department conversations about pricing strategy, cloud migration policy, and revenue protection.

Operational Rigor and Process Buildout

• Maintain accurate renewal data and documentation in Salesforce to support forecasting and executive reporting.
• Develop repeatable workflows, templates, and tools to scale the renewal function.
• Improve efficiency and consistency across regions, partner models, and customer segments.
• Contribute to ongoing commercial improvements, including uplift standardization, term alignment, and multi-year adoption.

Additional Responsibilities

• Participate in customer meetings, onsite or virtual, when renewals require structured commercial alignment.
• Attend internal and external events as needed.
• Perform other related duties as assigned.
• Supervisory Responsibilities
• This is an individual contributor role.

Qualifications

• Minimum 5 years of experience in renewals, revenue operations, or a related commercial function; or equivalent work experience.
• SaaS Background preferred

Competencies

• Operates as a seasoned commercial professional with a full understanding of the renewal lifecycle, pricing mechanics, and SaaS economics.
• Handles issues of wide scope where analysis requires evaluation of contractual terms, ARR impact, usage trends, customer intent, and internal dependencies.
• Exercises strong judgment in choosing approaches for pricing, negotiation structure, and risk mitigation.
• Builds relationships and works effectively with senior internal and external stakeholders, including Sales, CS, Legal, Finance, and partner organizations.
• Works independently with limited instruction on day-to-day activities; receives guidance only on newly defined initiatives.

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, gender, religion, sex, sexual orientation, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.

Please note that employment at Qumulo is contingent upon completion of a satisfactory background check.

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