As the Senior Manager, Global Commercial Renewals you will lead the renewal team based in Manila, the commercial engine behind Tricentis' renewal motion. You will own the team's execution of the renewal process end to end: commercial confirmation, negotiation, and close, in partnership with the Customer Value organisation who own the account relationship and value story. You will lead a team of renewal managers who serve customers globally and will be the on-site leader turning a newly formalised global operating model into a consistent, well-run motion.
WHAT YOU'LL DO
Build and lead the Manila team
Lead 14 Renewal Specialists and Renewal Managers across NAC, EMEA, and APAC shifts, maintaining consistent performance standards across all three.
Equip the team with the tools and strategies to execute the renewal process, ensuring alignment with organizational priorities.
Run regular one-to-ones and deal reviews; identify where individuals are strong and where they need development and build targeted plans accordingly.
Own CoE operations and shift discipline
Act as first point of escalation for commercial, customer, process, or deal questions from the team.
Enforce process standards across the full motion: customer outreach cadence, stage discipline, CPQ and quoting accuracy, Salesforce hygiene and forecast accuracy
Surface systemic issues, tooling gaps, process failures, capacity shortfalls, skill gaps, to leadership with a recommended fix
Contribute to building and refining the CoE's standard operating procedures as the combined motion matures.
Drive customer-facing commercial excellence
Develop the team's ability to present renewal proposals confidently, handle objections on pricing and terms, and negotiate to a close
Ensure the team understand CPQ, can build an accurate quote, and knows how to move from quote to signed order through DocuSign.
Attend customer calls and deal reviews to coach in the moment and help support escalations
Be the renewals counterpart to Customer Value leadership in a two-sided operating model: Customer Value team owns the relationship and the value story; Renewals owns the commercial motion.
Ensure handoffs between the two functions are clean, timely, and well-documented.
Drive performance and reporting
Monitor team-level metrics: on-time renewal rate, multi-year renewal rate, uplift, CPQ accuracy, and forecast reliability.
Provide leadership with a weekly view of team health, risk accounts, capacity, and development priorities.
Contribute to the global renewal forecast by ensuring team pipeline is clean, staged correctly, and current.
WHAT YOU'LL BRING
Demonstrated ability to lead renewals, account management, or commercial sales teams in enterprise software or SaaS, including coaching teams and driving commercial outcomes.
Demonstrated track record of personally owning customer-facing renewal or sales conversations, including negotiation and commercial close
Strong commercial skills: negotiation, objection handling, pricing conversations, and multi-stakeholder deal management.
Comfortable with CPQ tools and quoting processes; experience with Salesforce CPQ or equivalent preferred.
Strong Salesforce discipline: pipeline hygiene, stage management, forecast accuracy.
Able to manage across multiple time zones and shift-based coverage
Clear communicator who can translate team-level data into actionable insight for senior stakeholders.
Demonstrated ability to build or substantially reshape a team and a process at the same time.
WHAT YOU'LL GET
Market competitive salary + success-oriented bonus.
Day 1 HMO coverage with 3 free dependents.
Hybrid work arrangement (3x Onsite, 2x WFH)
Work with the market leader in model-based automation testing.
Supportive and engaged leadership team.
OUR CORE VALUES
At Tricentis, we strive for success while inspiring those around us by knowing what we need to achieve and how we’ll achieve it. Our core values serve as our guiding light to drive our every action and define…