Original listing text, shown exactly as published by the company.
About the Role
Fieldguide is an AI-native platform built for audit, advisory, and assurance workflows. Our customers are sophisticated accounting and advisory firms that operate in highly regulated environments, maintain long-term vendor relationships, and respond to renewal motions that are consultative and value-based. We're growing fast, and retention and expansion are core to the business.
Reporting to the VP of Sales, this is a build-and-run role. There's no team to inherit and no playbook to follow. You'll own the full renewal lifecycle across our customer base — from first conversation through contract execution — while building the processes, systems, and frameworks that scale with the business. As the function grows, you'll have the opportunity to hire and develop a team of Renewals Specialists.
The right person for this role has done the IC work, is ready to own outcomes rather than advise on them, and has the commercial instincts and credibility to build a renewals motion at a fast-moving Series C company.
What You'll Do
Own the Renewal Motion
- Manage the full renewal lifecycle for all accounts: outreach, risk triage, negotiation, and close
- Maintain a rolling 90-120 day renewal forecast; report weekly on pipeline health, risk, and expected outcomes
- Develop a data-driven renewal strategy for each account before entering any negotiation, factoring in customer health, usage trends, stakeholder dynamics, and risk
- Lead commercial negotiations directly with customers, including executive-level conversations on multi-year and at-risk accounts
- Drive price increases, multi-year structures, and expansion identification at contract renewal
- Work closely with CSEs to identify churn signals early and build mitigation strategies
- Maintain clean renewal data and pipeline hygiene in HubSpot
Build the Renewals Function
- Build the renewals playbook from scratch: outreach cadences, escalation frameworks, negotiation guidelines, and segment-specific engagement models
- Own the KPI framework for renewals — anchor it in leading indicators like MAU/WAU and consumption pacing, not just trailing metrics like GRR and NRR; establish the reporting cadence with Finance and CS leadership — this role shapes what the function measures
- Design tiered engagement models across Strategic, Enterprise, Mid-Market, and SMB customer segments
- Partner with Finance on Available-to-Renew (ATR) tracking and integration into the ARR forecast
- Implement AI-assisted workflows for health scoring, churn risk flagging, and renewal automation where appropriate
- Be the go-to resource on renewals best practices internally, setting the standard for how Fieldguide approaches retention and expansion
Drive Cross-Functional Alignment
- Represent renewal risk in deal reviews, QBRs, and exec-level revenue conversations
- Partner with CSMs on health scores and churn signals — as part of the same team, this is a tight loop, not a handoff
- Work with Product to access and interpret usage data (MAU/WAU, entitlement pacing, feature adoption) and translate it into renewal risk signals and customer conversations
- Work with Finance on cohort analysis, GRR/NRR attribution, and retention economics
- Coordinate with Legal and Deal Desk on non-standard contract structures
- Feed customer signals back to Product and GTM leadership: usage trends, objections, competitive pressure, value realization
About You
- You have 7+ years in SaaS renewals, customer success, or commercial account management, with a track record of personally owning and hitting GRR/NRR targets
- You've built a renewals function or motion from scratch — you wrote your own playbooks; you didn't inherit them
- You're a strong commercial negotiator, comfortable leading high-stakes conversations at the CFO or executive level
- You're analytically fluent: you can build a renewal forecast, segment a book of business by risk, and present cohort-level retention performance to leadership
- You're CRM-proficient; HubSpot is strongly preferred, Salesforce is acceptable
- You're an effective cross-functional operator who builds credibility through rigor and follow-through, able to influence Sales, Finance, and Legal without direct authority
- You're ready to manage a small team; prior people management experience is preferred but not required for the right candidate
- You're comfortable in a fast-moving environment where the playbook is still being written
Bonus Points
- Background in audit, accounting, or professional services, or experience selling to those firms — Fieldguide's customers are sophisticated practitioners, and knowing how they buy, budget, and evaluate software matters
- Experience in AI-native SaaS or with AI workflow tools (health scoring, churn prediction, automated renewal triggers)
- Experience scaling a renewals function through a Series B or C inflection point
More about Fieldguide
