Manager of Renewals, SMB - Ashby

Hi, I’m Alex, Head of Contract Management (Renewals) at Ashby. Our Contract Management team plays a critical role in helping customers navigate renewal and commercial conversations thoughtfully, strategically, and with a high degree of trust. We are building a team that takes pride in delivering exceptional customer experiences while also protecting the long-term health of the business.

In this role, you’ll lead and develop a team of Startup Contract Managers responsible for guiding customers through renewals, pricing conversations, negotiations, and long-term partnership planning. A key part of this role is helping the team navigate increasingly complex commercial conversations while building scalable processes, operational rigor, and repeatable frameworks that elevate both the customer experience and the effectiveness of the Contract Management organization.

You’ll partner closely with leaders across Customer Success, Sales, RevOps, Product, Legal, Finance, and Support to help shape how Ashby approaches renewals and long-term customer growth as we continue to scale upmarket.

About the Role

As the Manager of Contract Management, you’ll lead a team of global Startup Contract Managers responsible for renewal strategy, customer retention, and commercial partnership management across Ashby’s customer base. You’ll act as a coach, operator, and strategic thought partner — helping the team grow their commercial acumen, negotiation capabilities, and customer judgment while also building scalable systems and processes.

In this role, you will:

• Lead and coach a team of 6 Startup Contract Managers (4 in America and 2 in EMEA) responsible for renewals, contract negotiations, and commercial partnership conversations.
• Up-level team performance through thoughtful coaching, operational discipline, and skill development across negotiation strategy, forecasting, customer communication, and stakeholder management.
• Help build scalable renewal processes, systems, and operational workflows that improve efficiency while preserving a high-touch customer experience.
• Partner cross-functionally with Customer Success, Sales, Product, Finance, Legal, Support, and RevOps to align on customer strategy and commercial outcomes.
• Drive consistency in renewal execution, forecasting accuracy, CRM hygiene, and pricing governance across the team.
• Support the team in navigating complex negotiations involving procurement, legal, executive stakeholders, pricing transitions, and multi-product commercial conversations.
• Translate successful negotiation strategies and customer patterns into repeatable frameworks, playbooks, and enablement materials for the broader organization.
• Help shape the long-term vision and operational strategy for the Contract Management function as Ashby continues to scale.

Role Requirements

Team Leadership & Coaching

You have experience leading and developing high-performing customer-facing teams in a B2B SaaS environment. You know how to foster a culture centered around empathy, accountability, creativity, and transparency.

Commercial Acumen & Negotiation Strategy

You have deep experience managing or overseeing complex renewals, pricing conversations, and contract negotiations, balancing customer partnership with commercial integrity.

Renewal Strategy & Forecasting

You understand how to proactively manage renewal risk, expansion opportunities, forecasting accuracy, and long-term account planning with operational discipline.

Operational Mindset

You have experience building or improving scalable systems, workflows, and processes that allow teams to operate effectively at scale.

Cross-Functional Collaboration

You are comfortable partnering across Sales, Customer Success, Product, RevOps, Legal, Finance, and Support to align around customer needs and business outcomes.

Customer & Executive Communication

You are an excellent communicator who can navigate challenging conversations with empathy, professionalism, and clarity.

Problem-Oriented & Strategic

You are thoughtful, adaptable, and solutions-oriented, able to navigate ambiguity and use data to drive decision-making.

Interview Process

• Recruiter Screen: 30 minutes
• Hiring Manager Interview: 45 minutes
• Strategic Exercise: Take-home assignment
• Final Round: 2 hours (structured into a series of smaller conversations covering problem-solving, sales collaboration, and product complexity)

Benefits

• 10-year exercise window for stock options.
• Unlimited PTO with four weeks recommended per year.
• Twelve weeks of fully paid family leave in the US.
• Generous equipment, software, and office furniture budget.
• $100/month education budget with conference coverage upon approval.