Lead Renewal Operations (Scaled)

About this role

Summary The Lead Renewal Operations owns and improves Workiva's high-volume, low-touch renewal motions. This role is responsible for operational execution across distributor contracts, AWS-related renewals, partner-supported renewals, and other long-tail renewal portfolios where repeatable workflows, automation, and selective external engagement are needed to move renewals forward.

This is a hands-on operational role for someone who can execute the work while continuously improving the processes behind it. The role partners closely with Renewals, Partner teams, Sales, Deal Desk, Finance, Legal, and Operations, while engaging external customers, partners, distributors, or marketplace participants as needed to resolve blockers and support timely renewal execution.

What You'll Do

Scaled Renewal Portfolio Ownership • Own day-to-day operational management of distributor, marketplace-related, partner-supported, and other assigned long-tail or low-touch renewal portfolios.

• Ensure renewal opportunities are created, maintained, and progressed through the appropriate workflow in a timely and accurate manner.

• Monitor upcoming expirations, stalled renewals, missing partner actions, aging opportunities, and other operational risks.

• Serve as the operational owner for assigned channel renewal motions while partnering with Renewal Managers, Partner teams, Sales, Deal Desk, Finance, Legal, and Operations.

Process Design & Continuous Improvement • Design, document, and improve scalable renewal workflows for high-volume, low-touch renewal segments, including the practical use of AI-assisted solutions to reduce manual effort and improve consistency.

• Identify process gaps, manual bottlenecks, data quality issues, and recurring blockers across assigned portfolios.

• Recommend new workflows, templates, notification cadences, escalation rules, AI-assisted automation, and operating rhythms to improve renewal execution.

• Partner with Systems and Operations to implement automation opportunities, including automated notifications, AI-assisted workflows, dashboards, and partner-facing reminders.

Partner, Distributor & Internal Engagement • Engage directly with distributors, partners, and select external parties to confirm renewal status, clarify process steps, and resolve operational blockers.

• Coordinate across Renewals, Partner, Sales, Deal Desk, Finance, Legal, and Customer Success to move renewals forward.

• Balance internal renewal ownership with partner and distributor execution, escalating commercial risks when intervention is needed.

• Maintain clear communication with stakeholders to provide visibility into renewal status, ownership, and next steps.

Renewal Data, Reporting & Operational Visibility • Maintain high-quality renewal data in Salesforce and related systems.

• Build and maintain dashboards and reports that provide visibility into renewal status, aging, partner responsiveness, coverage, and risk.

• Track process health metrics, partner engagement, automation adoption, and exception trends.

• Translate portfolio insights into recommendations that improve operational effectiveness and reduce manual effort.

Risk Identification & Escalation • Identify renewals at risk due to missing partner actions, data quality issues, delayed distributor engagement, contract complexity, or unclear ownership.

• Escalate risks to the appropriate Renewal Manager, Partner Manager, Sales leader, or operational stakeholder.

• Support issue resolution by identifying blockers, coordinating next steps, and driving follow-through.

• Document recurring risk patterns and recommend process improvements to prevent future issues.

Systems & Analytics (Salesforce, Gainsight, Excel) • Salesforce: Maintain data hygiene, manage renewal opportunity workflows, and build reports and dashboards that support operational visibility.

• Gainsight: Maintain customer and renewal data, support renewal workflows, reporting, and operational visibility where applicable.

• Excel: Build advanced models, scenario analyses, renewal forecasting tools, and ad hoc reporting using pivot tables, dynamic arrays, XLOOKUP, Power Query, macros, and other advanced capabilities.

What You'll Need

Minimum Qualifications • Bachelor's degree.

• 6+ years of experience in Renewal Operations, Revenue Operations, Sales Operations, Partner Operations, Channel Operations, Customer Success Operations, or a related B2B SaaS role.

Preferred Qualifications • Experience managing renewal, order, contract, partner, or revenue workflows across multiple internal and external stakeholders.

• Strong Salesforce experience, including opportunity management, data hygiene, reporting, dashboards, and workflow tracking.

• Demonstrated ability to improve operational processes, document workflows, and build scalable operating models.

• Strong analytical skills with the ability to identify trends, diagnose process issues, and recommend practical solutions.

• Ability to build productive working relationships with partners, distributors, and cross-functional stakeholders.

• Strong written and verbal communication skills.

• Comfortable operating independently in ambiguous environments while remaining hands-on in day-to-day execution.

• Experience supporting distributor, reseller, marketplace, partner, or channel renewal motions.

• Experience supporting low-touch or no-touch customer engagement models.

• Familiarity with automation, AI-assisted workflows, chat agents, notification systems, or workflow orchestration tools.

• Experience with Salesforce CPQ, Gainsight, DealHub, or similar revenue and customer platforms.

• Experience supporting global or multi-region renewal operations.

• B2B SaaS experience with subscription-based revenue models.

Travel Requirements & Working Conditions • Minimal travel.

• Reliable internet access for any period of time working remotely outside of a Workiva office.


Workiva will not provide visa sponsorship for

Similar jobs

• Renewal Strategy & Operations Manager — Rubrik · Palo Alto, CA
• Manager of Renewals — Ashby · Remote
• Renewal Strategy & Operations - Senior Analyst — Rubrik · Palo Alto, CA
• Commercial Renewals Manager — Okta · Chicago, Illinois; Washington, DC
• Renewals Operations Analyst — Opengov · US | Illinois | Chicago
• Renewals Sales Support — Palo Alto Networks · Office - USA - CA - Headquarters
• Sr. Manager, Renewal Revenue Strategy & Operations — Elastic · United States
• Renewals Manager, SMB (Emerging) — Procore · Austin, Texas, United States | Carpinteria, California, United States