Director - Sales Operations

Role Summary

The Director, Renewal Sales Operations is responsible for owning and operationalizing the renewals motion for a $140M global book of business across Commercial and Enterprise customer segments and international territories. This role sits at the intersection of Sales, Finance, Customer Success, and RevOps, ensuring renewals performance is forecastable, visible, and optimized.

This is a hands-on leadership role combining analytics, systems ownership, forecasting discipline, and executive-ready reporting. The role manages one Renewal Operations Analyst and serves as the single source of truth for renewals performance.

Key Responsibilities

Renewals Forecasting & Execution

• Own the renewals forecast process for Commercial and Enterprise segments across all regions

• Partner with Sales, Customer Success, and Finance to ensure forecast accuracy, timing, and risk visibility

• Establish and enforce forecast methodology, cadence, and inspection routines

• Identify early risk signals and escalation paths for at-risk renewals

Analytics & Business Insights

• Analyze renewals performance across:

• Gross Retention Rate (GRR)

• Net Retention Rate (NRR)

• Uplift / Expansion Rates

• Renewal cycle times and churn drivers

• Segment performance by region, customer segment, product, and contract type

• Translate data into clear, actionable insights for leadership

Salesforce (SFDC) Ownership

• Own SFDC renewals data integrity, reporting, and dashboards

• Ensure accurate account ownership, renewal opportunities, contract data, and territory alignment

• Partner with RevOps to improve renewals workflows, automation, and reporting

• Act as the subject-matter expert for renewals processes within SFDC

Executive Reporting & Presentations

• Build and deliver executive-ready presentations for CRO, CFO, and Sales Leadership

• Present current-state renewals performance, risks, trends, and outlook

• Clearly articulate gaps vs plan and recommended actions

Territory & Segment Support

• Support renewals coverage across:

• International territories

• Commercial customer segments

• Enterprise customer segments

• Ensure renewals capacity and coverage models align with customer complexity and contract value

Team Leadership

• Manage and develop one Renewal Operations Analyst

• Set priorities, review outputs, and ensure high-quality analytics and reporting

• Drive continuous improvement in renewals operations maturity

Required Experience & Skills

Experience

• 10+ years in Sales Operations, Revenue Operations, or Renewals Operations within a B2B SaaS or cybersecurity software company

• Direct experience managing large-scale renewal motions ($100M+ book of business)

• Experience supporting global, multi-segment sales organizations (Commercial + Enterprise)

• Proven track record partnering with Sales, Finance, and Customer Success leaders

Systems & Analytics

• Advanced Salesforce (SFDC) experience (renewals, opportunities, reporting, dashboards)

• Strong analytical skills with the ability to work with large, complex datasets

• Proficiency with Excel / Google Sheets; BI tools a plus

• Comfortable defining metrics, building models, and explaining results clearly

Communication & Leadership

• Strong executive presence and presentation skills

• Ability to simplify complex data into clear narratives

• Confident operating with senior leadership (CRO, CFO, VP Sales)

• Experience managing and developing at least one direct report

What Success Looks Like in This Role

Predictable, trusted renewals forecast

Clear visibility into renewal risk and expansion opportunity

Improved GRR and NRR through better insight and execution

SFDC renewals data that leadership actually trusts

Renewals performance that is clearly understood at the executive level

Our Values

At Netwrix, our values guide every action:

• Next-Level Customer Focus -Customers first, always. We listen, protect, and go the extra mile— because their success is our mission.

• Excellence - We set high standards and take pride in delivering exceptional results. We celebrate wins, seek constant improvement, and address shortcomings professionally.

• Transparent Ownership - We celebrate our successes, own up to our mistakes, communicate openly, and face challenges head-on with a genuine commitment to doing the right thing.

• Winning with Clear Thinking - We value clarity, find straightforward solutions to complex problems, and make swift, effective decisions.

• Relentless Innovation - We continually seek better ways to serve our customers and stay ahead. We foster creative thinking, and we embrace new approaches. 

• Industry-Leading Expertise - We take pride in our expertise and continuously seek to learn and share knowledge, striving to be the trusted experts our customers rely on.

• eXceptional Together - We believe in the power of collaboration and diverse perspectives. By valuing each other’s strengths, we achieve outcomes that surpass individual contributions.

Join us in a culture where integrity, respect, and hard work are foundational. Be part of a team dedicated to making a lasting impact.

Why You’ll Love Working at Netwrix

• Competitive Health Benefits

• Continuous Learning and Development Opportunities

• Team-Oriented, Collaborative, and Innovative Work Environment

• Regular Company Town Halls to Keep You Informed

• Opportunities for Career Growth and Advancement

We pride ourselves on a culture that truly values employee input across various backgrounds and experiences. We look forward to welcoming new talent who can help us further our mission.

Netwrix Corporation and its wholly owned subsidiaries are Equal Opportunity Employers (EEO) and welcome all applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.

Please let us know if you require any accommodation.