What You'll Own Own the end-to-end renewal strategy and execution for a defined Book of Business skewed toward strategic, large-ACV, and high-complexity enterprise accounts. Serve as the senior renewal lead on the most complex deals — multi-stakeholder negotiations, scope changes, competitive displacement threats, and contract structures requiring legal or Deal Desk escalation. Build and defend renewal forecasts with a high degree of accuracy; flag risk early and provide leadership with clear, data-backed course corrections rather than late-stage surprises. Design and negotiate multi-year subscription renewals, partnering with Account Executives and Customer Success Managers to articulate and quantify business value at the executive level. Lead commercial negotiations directly with client procurement and legal teams, structuring proposals, renewal rate calculations, and order forms — including exception approvals for non-standard terms. Act as a player-coach: mentor and upskill junior and mid-level Renewal Managers on negotiation tactics, forecasting discipline, and stakeholder management. Identify systemic churn and contraction risk patterns across your book and partner with Installed-Base leadership to build proactive mitigation plans, not just reactive saves. Partner cross-functionally with Finance, Legal, Deal Desk, and Order Management to ensure contract accuracy, data integrity, and clean handoffs from quote to booking. Identify and qualify upsell and cross-sell opportunities within the renewal motion, working alongside Sales to expand account value. Contribute to process improvement for the broader Renewals function — playbooks, deal frameworks, and forecasting methodology — and represent the team’s voice in cross-functional initiatives. What You'll Need to Succeed 5+ years of B2B SaaS renewals, account management, or customer success experience, including a track record managing large, enterprise-level accounts (>$250K ACV). Demonstrated ability to drive renewals with predictability against gross and net retention targets, including ownership of a strategic or named-account book. Strong track record negotiating complex, multi-stakeholder deals — including procurement-led RFPs, competitive displacement scenarios, and non-standard contract terms — while preserving the client relationship. Experience mentoring or informally leading peers; comfortable acting as a go-to resource for negotiation strategy and deal structuring without formal people-management authority. Sharp executive presence: able to represent renewal strategy and risk directly to senior internal and client-side stakeholders. Extensive hands-on experience managing pipeline and forecasting in Salesforce.com. Superior time management and attention to detail across a high-volume, high-stakes book of business. Comfortable operating in a fast-paced environment while also building durable, scalable processes for the team. This role follows a hybrid schedule: three days per week (Tuesday, Wednesday, Thursday) at the Tel Aviv office. Additional language skills would be advantageous. What Sets Us Apart At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more. We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace. Hybrid Work Arrangement: We offer a hybrid work schedule to perfectly combine the benefits of remote work and the essential connections and collaborations of onsite work. Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community. Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering. Stay healthy and happy with Wellness@WalkMe! Enjoy quarterly wellness reimbursements, daily BrightBreaks to recharge, and WalkMe’s annual Wellness Month every July—because your well-being matters all year long. WalkMe provides health coverage options, where applicable, to ensure employees have access to essential medical benefits. Our offerings are designed to support the well-being and diverse needs of our global workforce. WalkMe offers a generous annual leave policy tailored to meet regional standards, ensuring all employees enjoy sufficient time off to rest and recharge. WalkMe offers RefreshMe Days throughout the year to further strengthen our commitment to work/life balance. Robust Retirement Contributions: Ask HR about the specific offerings for your region! SAP's acquisition of WalkMe highlights a commitment to enhancing user experience and streamlining software interactions, offering opportunities to work with cutting-edge technology that drives efficiency and innovation in the workplace.
