About this role.
NetBox Labs is hiring a Senior Renewals Manager to own commercial execution for transactional and mid-market SaaS renewals, including quoting, uplift, negotiation, and signed orders. The role also co-leads strategic and enterprise renewal commercials with Customer Success Managers while Account Executives retain expansion ownership. This hands-on individual contributor will build a scalable renewals operating model, improve forecasting and data hygiene, and automate administrative workflows across HubSpot, Pylon, and related tools. Success is measured through gross revenue retention, consistent uplift, forecast accuracy, on-time renewals, and reduced administrative burden for CSMs. The position suits a commercially confident systems builder with B2B SaaS renewals or revenue operations experience.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first map the current renewal journey and segment it by customer type, contract value, risk profile, and required commercial involvement. I would then define standardized stages, ownership, deadlines, approval paths, templates, and escalation rules, while allowing targeted exceptions for strategic accounts. Finally, I would instrument the process in the CRM and customer-success platform so pipeline health, risks, and on-time performance are visible in a regular operating cadence.
I would prepare by confirming contract terms, customer usage and realized value, account history, and acceptable commercial guardrails. In the conversation, I would clearly communicate the rationale for the uplift, connect the renewal to the customer’s outcomes, and explore objections without prematurely discounting. If a concession is warranted, I would use a consistent approval framework and seek an exchange, such as a longer term, earlier signature, or improved payment terms.
I would track renewal pipeline coverage, forecasted gross revenue retention, on-time renewal rate, stage conversion, close-date accuracy, risk distribution, uplift attainment, and forecast-versus-actual variance. Each metric depends on reliable contract dates, amounts, stages, and risk signals, so I would establish data-quality controls and clear owner accountability. Weekly inspection of exceptions and aging renewals would help keep the forecast actionable rather than merely retrospective.
I would identify repetitive steps such as renewal reminders, quote and order-form generation, status updates, document tracking, and cross-system data entry. I would automate these through templates, CRM workflows, platform integrations, and no-code tools, with validation points for commercial approvals and customer-facing communications. CSMs would retain responsibility for relationship health and value attainment, while the renewals function would own commercial timelines, paperwork, and closure.
I would begin by defining the source of truth for each field and comparing records to identify whether the issue is caused by field definitions, timing, ownership, or broken integrations. I would correct the affected records, document the root cause, and implement validation rules or automated reconciliation reports to prevent recurrence. I would also communicate the business impact to stakeholders, particularly where inaccurate data could affect forecast confidence or customer renewal timing.
About the role
NetBox Labs is growing fast, and it’s time to build a renewal system that scales: repeatable, forecastable, commercially consistent, and light on manual admin.
You’ll own the commercial conversation on our transactional and mid-market renewals, from quote to signed order, and co-lead the commercial side of our largest renewals alongside our CSMs. You’ll also own the mechanics behind every renewal and build the system that makes the whole motion predictable. This role is for a builder who can also carry a conversation. You will design the process, be responsible for maintaining our best-in-class gross retention rate, and automate the busywork.
Where this role sits
Clear lanes are what make this work, so we’ll spell them out. Renewal commercial ownership lives with you: the contract, the uplift, and getting it signed on time. Expansion and upsell stay with our Account Executives. Our CSMs own value attainment and spot expansion opportunities, then bring in the AE for that conversation.
What you’ll own
The commercials of renewals
Own the commercial conversation on transactional and mid-market renewals end to end: quote, uplift, negotiation, signed order.
Co-lead the commercial side of Strategic and Enterprise renewals with our CSMs, who remain the relationship owner and in the room.
Apply consistent uplift and discounting discipline across the base, so the outcome doesn’t swing depending on who runs the deal.
The renewals motion
Define and continuously improve how renewals run across our auto-renew, partner, and direct customer types.
Turn a good but inconsistent set of practices into one clear, documented process that scales across the team.
Own the renewal timeline end-to-end so nothing slips: kickoff, quote, negotiation, signature, close.
Forecastability and instrumentation
Make our renewal forecast something leadership can trust week to week.
Own the data hygiene forecasts depend on: clean dates, stages, risk signals, and renewal outcomes captured consistently.
Build the reporting and cadence that surface at-risk renewals early, with enough lead time to act.
Deal desk and execution
Generate quotes and order forms for every renewal.
Drive the paperwork: send, track, and confirm signed orders back, on time.
Keep renewal records accurate and in sync across our CRM and CS platform.
Automation
Reduce manual renewal work everywhere you can: order form generation, system sync, risk flagging, reminders.
Every hour of admin you take off a CSM’s plate is time they give back to customers.
What success looks like
Gross revenue retention holds at or above target.
Renewal uplift targets are met consistently across the base.
Renewal forecast accuracy improves and stays reliable quarter to quarter.
On-time renewal rate goes up. Fewer scrambles, fewer surprises.
CSMs spend measurably less time on renewal admin.
Who you are
You’ve built or run a renewals or revenue operations motion before, ideally in B2B SaaS.
You can lead a commercial conversation. You’re comfortable presenting a renewal, holding the line on uplift, and working through pricing objections. You own the number on the renewals you run.
You’re fluent in a CRM and a customer success platform. We use HubSpot and Pylon; deep experience with either is a plus, and the ability to pick up new tools quickly is a must.
You think in systems. Handed a messy, manual workflow, your instinct is to make it clean, documented, and repeatable.
You’re comfortable with data. You care about hygiene, you can build a forecast, and you notice when the numbers don’t add up.
You can automate. You don’t need to be an engineer, but you reach for tooling to kill repetitive work, whether that’s templates, syncs, or light no-code automation.
You’re organized and dependable. Renewals live and die by follow-through, and you’re the person who doesn’t let things slip.
You partner well and stay in your lane: you own the renewal, the AE owns expansion, the CSM owns the relationship and value.
Nice to have
Experience with technical or infrastructure products, or selling to technical buyers.
Experience with a support platform (we use Pylon) and a data warehouse for reporting.
A track record of standing up a deal desk or renewals function from scratch.
What this role is not
This is not an expansion or upsell role. Net-new growth is owned by our Account Executives. Your commercial focus is the renewal itself, retention and uplift, not new products or seats.
This is not a people-management role today. It’s a hands-on IC seat with room to grow into broader ownership as we scale.
The person who thrives here is an operator who can also carry a renewal conversation: equal parts systems builder and commercial owner. Not a pure closer, and not a pure analyst.
About NetBox Labs:
NetBox Labs helps companies build and manage complex networks. We help customers accelerate network automation by delivering open, composable products and supporting the network automation community.
NetBox Labs is the commercial steward of open source NetBox, the world’s most popular network source of truth, and Orb, the next-generation open source network observability platform. Our products include NetBox Enterprise, a fully supported self-managed NetBox with advanced features, and NetBox Cloud, a secure, scalable, and reliable SaaS edition of NetBox.
NetBox powers thousands of companies, and NetBox Labs is backed by investment from Notable Capital (formerly GGV), Grafana Labs CEO Raj Dutt, Flybridge, IBM, Salesforce Ventures, and Mango Capital.
Our culture and values:
We own and solve problems with high attention to detail.
Our open source contributors, users, customers & team are all part of our community. When our community wins, we win.
We prioritize simplicity and think twice before adding complexity
Clear communication helps keep our team aligned and collaborating smoothly.
NetBox Labs is proud to be an equal opportunity employer. We believe diverse teams build better software, and we welcome applicants of every race, color, religion, gender identity, sexual orientation, national origin, age, disability, and veteran status. If you need accommodation at any point in the process, just let us know.
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