Director, Sales Operations

About Us

At Netwrix, our mission is to revolutionize data security by placing identity at the core - providing unparalleled visibility and control. Engineered and supported by over 900 highly talented, motivated employees and hundreds of trusted partners in nearly every geography, Netwrix solutions are relied upon daily by security professionals across more than 13,500 organizations in over 100 countries around the world.

Over the past two decades, Netwrix has expanded its market presence through innovation, organic growth, and strategic acquisitions, and are proud to be backed by renowned private equity firms, TA Associates and Centerbridge Partners. Netwrix maintains a global presence, fostering a remote-first work environment while encouraging and facilitating frequent face-to-face interaction with colleagues, customers, and partners.

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)