Manager, Renewals Team

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. 

As the Manager of our Startups Renewal Specialist team, you will lead a high-volume, high-impact organization responsible for retention and growth across Vanta’s earliest-stage customers. Your team oversees all renewals and mid-cycle commercial conversations for companies under 10 employees, a segment that represents both significant churn risk and meaningful opportunity for improvement. You will develop the operating rhythm, strategy, and coaching frameworks that ensure Vanta’s retention targets are met or exceeded, while partnering cross-functionally to optimize motion efficiency, customer experience, and product-led adoption.

The goal of this role is to drive measurable improvements to Net Revenue Retention (NRR) and Gross Dollar Retention (GDR) within a complex, high-churn segment—while building a repeatable, scalable renewal motion for the company’s fastest-growing customer base.

In this role, you’ll be responsible for:

Team Leadership & Performance Management

• Lead, coach, and develop a team of Renewal Specialists who manage a high volume of accounts in our early stage startup-focused segment.

• Set and enforce standards for operating rhythm, forecasting, pipeline hygiene, and customer communication.

• Own performance management for the team, including 1:1s, skill development, quarterly business reviews, and performance improvement plans as needed.

• Hire, onboard, and level-up future team members as the segment continues to scale.

Renewal Strategy & Revenue Ownership

• Own overall NRR & GDR, and on-time renewal rate for the <10 employee segment.

• Monitor segment retention trends and create strategic interventions that reduce churn and increase product adoption.

• Build playbooks that guide Specialists through proactive 270/90/30-day motions, expansion motion execution, mid-cycle changes, and risk mitigation.

• Partner with Revenue Leadership to set quarterly targets and ensure accuracy of team-wide forecasting.

Operational Excellence & Process Improvement

• Establish a scalable renewal process that balances automation with high-touch engagement where required.

• Ensure the team executes all commercial workflows with accuracy, including quoting, contract adjustments, expansion motions, and exception requests.

• Partner with RevOps to streamline approval paths, improve system flows (SFDC, NUE), and remove friction for Specialists.

• Create reporting frameworks that surface insights on segment health, churn patterns, expansion signals, and rep efficiency.

Cross-Functional Partnership

• Work closely with Customer Success Advisory, Digital Success, and AM Leadership, to ensure consistent lifecycle messaging and coordinated escalation paths.

• Provide structured product feedback to Engineering, Product, and Design to improve in-product renewals, expansion journeys, and contract modification flows.

• Collaborate with Marketing and Enablement to build segment-relevant assets, talk tracks, and training resources.

Customer Experience & Escalations

• Serve as the escalation point for complex renewals, dissatisfied customers, or high-risk accounts.

• Ensure Specialists adopt a consultative approach that combines strong negotiation techniques with empathy and clarity.

• Raise emerging customer needs, competitive dynamics, or operational blo