Senior Manager, Renewals Subscription Analytics

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
Must be located in Waltham, MA or San Diego, CA.
ServiceNow is seeking a strategic and results-driven Senior Manager of Renewals Subscription Analytics to lead a team of Renewals Subscription Analysts. This leader will oversee renewal sales processes, ensure entitlement accuracy, and drive operational excellence across global renewal operations. The ideal candidate will excel in stakeholder management, team development, and continuous process optimization. They will collaborate cross-functionally with Renewals, Sales, Customer Success, Deal Desk, and Validation teams to ensure renewal accuracy, licensing alignment, and revenue retention.
Responsibilities:
Team Leadership & Development
• Lead, mentor, and develop a global team of Renewals Subscription Analysts, fostering a culture of accuracy, accountability, and continuous improvement
• Provide coaching and career development plans to enhance team performance and operational impact
• Set clear performance goals and KPIs, regularly evaluating progress and addressing gaps
Renewal Strategy & Execution
• Oversee the end-to-end renewal readiness process, ensuring timely validation of quotes, entitlement alignment, and contract accuracy
• Establish best practices for usage verification, entitlement validation, and risk assessments
• Partner with senior stakeholders to develop renewal strategies that align with business objectives and ensure proper usage verification from contract renewal
Operational Excellence & Process Optimization
• Identify and drive process improvements to streamline renewal operations, reducing manual effort and enhancing accuracy
• Lead automation initiatives for usage checks and entitlement validation, leveraging AI and data-driven tools
• Oversee User Acceptance Testing (UAT) for system updates impacting renewal workflows and entitlement accuracy
Stakeholder Collaboration & Communication
• Serve as the primary point of contact for Renewals, Sales, Deal Desk, Validation, and Customer Success teams regarding renewal analytics
• Ensure alignment across functions on entitlement structures, usage insights, and validation requirements
• Provide executive-level reporting on renewal performance, usage risks, and process improvement outcomes
Risk Management & Usage Verification
• Manage internal reviews and usage assessments, ensuring all renewal contracts meet SaaS licensing expectations
• Implement governance processes to monitor and ensure correct usage validation at the beginning of each new term
• Proactively identify risks related to underutilization or overages and provide strategic recommendations for optimization
Qualifications
To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
• 7+ years of experience in renewals operations, SaaS contract management, licensing validation, or subscription analytics
• 3+ years of people management experience, leading high-performing, cross-functional teams in an enterprise software environment
• Deep understanding of SaaS subscription models, licensing validation frameworks, and entitlement management
• Proficiency in CRM platforms, BI tools for usage analysis, and reporting
• Proven ability to lead global teams, manage change, and drive cross-functional collaboration
• Strong communication skills with experience presenting complex data and usage insights to senior leadership of various adjacent teams
• Exceptional analytical abilities to interpret complex usage data, identify risks, and recommend actionable solutions
• Strong attention to detail with a proactive approach to resolving entitlement discrepancies and contract issues
• Experience leading process improvement initiatives and driving operational efficiency through automation

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
For positions in this location, we offer a base pay of $146,400 - $256,200, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.
Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here .
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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