Head of Global Tech Renewals - Go to Market (GTM)

Job Purpose

We are seeking an experienced, strategic, and highly operational Director, Global Tech Renewals to lead our international Renewals organization. In this critical leadership role, you will manage an internationally distributed team (10+) responsible for a portfolio of 3,400+ tech renewals. You will oversee the end-to-end renewal lifecycle across Support & Maintenance (S&M), Term, and SaaS contracts. Your primary focus will be protecting Annual Recurring Revenue (ARR), maximizing pricing strategies, driving operational efficiencies, and fostering a world-class customer experience in partnership with our Global Sales and Account Management teams.

Job Overview

Key Responsibilities

• Team Leadership: Lead, mentor, and scale a team of Renewals Managers and Team Leads, fostering a culture of high performance, accountability, and continuous improvement.
• End-to-End Process Ownership: Oversee the complete renewal lifecycle from contract and entitlement review, quote preparation, and customer negotiation, through to final agreement and booking within our Order Management System (OOS), Salesforce (SFDC), and CPQ.
• Commercial Strategy & Execution: Drive retention rates and protect ARR. Formulate and execute strategies to maximize pricing (including enforcing indexation) and secure long-term agreements.
• Cross-Functional Partnership: Act as the strategic liaison between the Renewals team and Account Managers (AMs), Legal, Finance, Commercial Operations, and Fulfilment. Ensure alignment on pricing strategies, exception handling, and compliance with contractual provisions.
• Escalation & Negotiation: Serve as the senior point of escalation for complex customer negotiations, commercial adjustments, and at-risk renewals, ensuring smooth transitions and minimized churn.
• Operational Excellence & Automation: Champion and lead initiatives to streamline renewals workflows. Partner with Growth Tech and IT teams to drive critical system integrations, implement AI-driven contract risk intelligence, and automate quoting and assignment processes. 

Skills & Experience

• Experience: 10+ years of progressive experience in renewals, customer success, or commercial sales operations leadership, preferably within an Enterprise Software, SaaS, or highly technical organization. 
• Leadership: 7+ year of experience in managing, coaching, and scaling globally distributed, multi-cultural teams.
• Commercial Acumen: Demonstrated success in protecting ARR, negotiating complex enterprise software contracts, and driving renewal strategies at scale.
• Process & Systems Knowledge: Deep understanding of SaaS subscription models, entitlement structures, and quoting/invoicing workflows. Proficiency in CRM systems (Salesforce strongly preferred) and complex Order Management Systems.
• Stakeholder Management: Exceptional communication and presentation skills, with the ability to influence cross-functional stakeholders (Sales, Legal, Finance) at all levels, up to executive leadership. Proven ability to negotiate with high-level procurement and senior purchasing contacts.
• Forecasting & Financial Management: Accountability for weekly, monthly, and quarterly forecasting activities, coupled with experience in annual budget planning and revenue target management.
• Strategic Thinker: Analytical mindset with the ability to leverage data to identify trends, forecast accurately, and drive proactive business decisions.
• Languages: Fluency in written and spoken English is required. 

Life at RWS

Life at RWS - If you like the idea of working with smart people who are passionate about growing the value of ideas, data and content by making sure organizations are understood, then you’ll love life at RWS. 

Our purpose is to unlock global understanding. This means our work fundamentally recognizes the value of every language and culture. So, we celebrate difference, we are inclusive and believe that diversity makes us strong. We want every employee to grow as an individual and excel in their career. 

In return, we expect all our people to live by the values that unite us: to partner, putting clients fist and winning together, to pioneer, innovating fearlessly and leading with vision and courage, to progress, aiming high and growing through actions and to deliver, owning the outcome and building trust with our colleagues and clients.

RWS embraces DEI and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability, or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics. 

RWS Values 

Get the 3Ps right – Partner, Pioneer, Progress – and we´ll Deliver together as RWS.

Recruitment Agencies: RWS Holdings PLC does not accept agency resumes.  Please do not forward any unsolicited resumes to any RWS employees.  Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.