SALES AND BUSINESS DEVELOPMENT Sr Manager, Renewals Detroit, United States See more
Dynatrace · $125,000–$150,000 (stated in the posting)
Your role at Dynatrace
As a Senior Manager, NORAM Renewals, you will lead a team responsible for protecting and growing Dynatrace's recurring revenue base while delivering a consistent, high-quality renewal experience for our customers.
This is a people and revenue leadership role, not simply a renewal-processing function. You will own renewal performance across your assigned business, develop and coach a team of Renewal Specialists, establish strong operating rhythms around forecast accuracy and renewal risk, and partner closely with Sales, Customer Success, Finance, Deal Desk, and other cross-functional teams.
The ideal candidate combines commercial acumen, operational discipline, strong people leadership, and a customer-first mindset. You should be equally comfortable coaching a complex customer negotiation, inspecting a renewal forecast, developing talent, and identifying opportunities to simplify and improve how the organization operates.
What You'll Do:
- Own renewal performance for your assigned business, including retention, on-time renewal execution, forecast accuracy, and other key renewal metrics.
- Lead, coach, and develop a team of Renewal Specialists, establishing clear expectations, accountability, and a high-performance culture.
- Establish and maintain a disciplined operating cadence to inspect the renewal portfolio, identify risk early, remove obstacles, and drive action.
- Coach the team to move beyond transactional renewal conversations and engage customers around value, business outcomes, and long-term partnership.
- Partner closely with business partners to develop coordinated account and renewal strategies, particularly for complex, high-value, or at-risk customers.
- Provide leadership and guidance on commercial strategy, negotiation, pricing, contractual terms, consolidation, co-termination, and other complex renewal scenarios.
- Ensure proactive customer engagement and appropriate renewal preparation well in advance of contractual deadlines.
- Maintain an accurate, actionable renewal forecast with clear visibility into performance, risk, upside, and required actions.
- Use data to identify trends and root causes behind churn, contraction, late renewals, and operational friction—and translate those insights into action.
- Identify opportunities to simplify, standardize, automate, and scale renewal processes while improving both customer and employee experience.
- Act as an escalation point for strategic or complex renewals and engage directly with customers and internal executives when appropriate.
- Recruit, onboard, develop, and retain high-performing talent while building future leaders within the organization.
- Help shape the continued evolution of Dynatrace Renewals into a proactive, strategic revenue organization.
Location & Work Model
Preference will be given to candidates based in the Detroit area. Candidates residing within 45 miles of Detroit will follow a hybrid work model and are expected to work from the Detroit office 2–3 days per week.
Candidates outside the Detroit area will also be considered, with a secondary preference for those based in Denver. Candidates located elsewhere in the United States may be considered for a remote work arrangement.
What will help you succeed
- Demonstrated success leading a Renewals, Account Management, Customer Success, Sales, or recurring-revenue organization in a B2B environment; enterprise software/SaaS experience strongly preferred.
- Proven people leadership experience, including coaching performance, developing talent, and building accountable, engaged teams.
- Strong understanding of recurring-revenue businesses and the drivers of retention, churn, contraction, expansion, and customer lifetime value.
- Demonstrated ability to manage a high-volume renewal portfolio while maintaining focus on strategic and high-risk opportunities.
- Strong commercial judgment and experience navigating customer negotiations, pricing discussions, contractual complexity, and escalations.
- Ability to inspect and manage a forecast, identify risk early, and translate data into clear actions and executive-level insights.
- Track record of partnering effectively with Sales and Customer Success leadership in a highly cross-functional environment.
- Strong executive presence and written/verbal communication skills, with the ability to influence across organizational boundaries.
- Ability to operate effectively in an environment of change, ambiguity, and competing priorities.
- Highly accountable, curious, and comfortable challenging existing processes while bringing people along through change.
- Experience with Salesforce and modern revenue/renewal technology; strong analytical skills and comfort working with business data.
Preferred Qualifications:
- At least 3 years of experience leading enterprise software or SaaS renewals/sales/success teams or equivalent.
- Experience with complex enterprise contracts, licensing models, pricing, and commercial negotiations.
- Experience improving or transforming a renewals operating model, including process standardization and automation.
- Experience using data, technology, automation, and/or AI to improve productivity and customer outcomes.
- Knowledge of Dynatrace products, licensing, and pricing is helpful but not required.
Why you will love being a Dynatracer
- Dynatrace is a leader in unified observability and security.
- We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
- Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
- You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
- Over 50% of the Fortune 100 companies are current customers of Dynatrace.
Compensation and Rewards
- The base salary range for this role is $125K - $150K. When determining your salary, we consider your experience, skills, education, and work location.
- Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
- We also offer medical/dental benefits and a company-matched 401(k) plan for retirement.
Equal Employment Opportunity
All your information will be kept confidential according to EEO guidelines.
We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.