Renewal Manager, Adaptive Planning

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About the Team

We are a strategic, hard-working team within the Adaptive Planning Customer Success organization, responsible for maximizing customer retention (with a focus on reducing churn), minimizing financial attrition, and identifying growth opportunities across Workday's global Planning portfolio. This position supports global customers and reports to the Manager, Renewal Manager based in Costa Rica, requiring close collaboration with regional Customer Success Managers.

About the Role

Workday is seeking an experienced and results-driven Renewal Manager to lead the end-to-end renewal process for a large, strategically important portfolio of global planning accounts. This role requires deep commercial expertise, a strong ability to manage complex deal cycles, and a strategic mindset to maximize contract value while enhancing customer trust and strategic value realization.

As a Renewal Manager, you will:

Key Responsibilities:

• Strategic Ownership & Churn Reduction: Own, drive, and proactively manage the renewals process for a strategic segment of global Adaptive Planning accounts, ensuring high gross retention and on-time closure, with the primary objective of minimizing product churn.

• Negotiation Expertise: Develop and execute win/win negotiation strategies that maximize contract value, leverage value realization conversations with customers, and secure favorable long-term commercial terms.

• Forecasting, Risk & Process Control: Maintain a precise, rolling 120-day forecast of your territory, proactively communicating all renewal risk. Maintain strict adherence to process and ensure consistent stage movements, providing accurate pipeline visibility and predictability.

• Growth Identification: Maximize account growth opportunities by actively collaborating with the Account Executives and Customer Success Managers to identify up-sells, cross-sells, and add-ons during the renewal cycle.

• Roadblock Resolution: Identify customer requirements, uncover complex roadblocks (commercial, technical, or legal), and demonstrate strong account management capabilities to drive deals to completion.

• Executive Visibility: Provide executive management with clear visibility into renewal pipeline health and solicit executive involvement as required for complex or distressed accounts.

• Work in a flex model environment (50% in office/50% remote) each fiscal quarter.

About You

Basic Qualifications:

• 5+ years of demonstrated success in a Quota-Carrying Sales, Deal Operations, or Account Management capacity within a B2B SaaS environment.

• Advanced proficiency and track record of success with complex contract renewal processes.

• Fluent in English

Other Qualifications:

• Experience managing and negotiating complex multi-year services and subscription contracts through every stage of the cycle.

• Deep knowledge of Workday Planning product value proposition, capabilities, and best practices.

• Expertise with an enterprise CRM or CPQ system (Salesforce experience a significant plus).

• Technology Adoption: Experience in leveraging or critically thinking about how to integrate AI/Automation into deal processes to drive efficiency and predictability (e.g., risk scoring and quoting).

• Demonstrated ability to contribute to process improvement, policies, and tools related to renewals.

• Exceptional customer management and advanced negotiation skills, with proven success leading persuasive value conversations at a senior/executive level.

• Demonstrated ability to apply a strategic mindset to commercial terms and financial structuring.

• Strong financial acumen and process management skills necessary to navigate and apply organizational policies.

• Autonomous & Self-Driven: Highly self-driven and autonomous, comfortable managing a large global territory with minimal supervision.

• Highly adaptable, able to thrive in high-stakes environments and react efficiently to rapid shifts in priorities.

• A problem-solver who anticipates commercial issues and proactively brings solutions to the forefront.

Our Approach to Flexible Work

With Flex Work, we’re combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.

Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision-making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law.

Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law.

If you require a reasonable accommodation, you may email [email protected], as far in advance as possible.

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