Director, Renewals

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. 

Role Summary

The Sophos Global Renewals team is dedicated to ensuring every customer realizes the value they receive by renewing and expanding our business partnership.

As the Director, Americas Renewals, you will be accountable for the entire renewals revenue for the Americas region and will lead teams of Renewal Account Managers, Renewals Specialists, and their managers to achieve and exceed renewal rate and ACV business targets. Reporting to the Vice President, Global Renewals, you will play a key leadership role in ensuring the ongoing retention and growth of our customer base across the Americas. You will be responsible for enablement, support, coaching, and accountability of the team, accurately forecasting business performance, partnering with new business sales leadership to enhance the customer experience, and contributing as a key member of the global renewals leadership team.

Your team will collaborate closely with the new business sales team to ensure that all customers continue to realize the value of Sophos solutions and our partnership, driving renewals and business expansion. Additionally, your team will work with partners and distributors to execute business strategies while engaging with internal stakeholders to support regional growth.

What You Will Do

• Theater Leadership: Inspire and lead your organization to excellence through achievement by providing a cohesive strategy and plan, guidance, coaching, and driving accountability to achieving business targets.

• Strategic Planning: You will collaborate with new business sales leadership to ensure a coordinated strategic sales plan is being defined and executed, and that the customer experience is enhanced through that partnership.

• Retention: Drive retention by leading the execution of identification of renewal risk and partnering with customer success and channel teams to identify and mitigate that risk, leading to maximizing renewal rates.

• Expansion: Through the course of managing contract renewals, identify upsell, cross-sell and expansion opportunities within the existing customer base.

• Customer and Partner Engagement: Foster strong relationships with key customers, partners, and distributors, ensuring their satisfaction and addressing any concerns promptly.

• Performance Metrics: Track key performance metrics, analyzing data to make data-driven decisions and optimize the renewals process and drive rep productivity.

• Forecasting and Planning: Ensure accurate revenue forecasts and budgets for the renewal sales team, aligning with company objectives and the delivery of accurate and timely forecasts by the team for escalation reporting.

• Market Intelligence: Stay updated on industry trends, competitors, and customer needs to offer localize insights to global MI, including specific focus on trends regarding renewal best practices.

• Process Improvement: Continuously evaluate and improve renewals processes to enhance efficiency and customer experience. Assist in developing automation plans that will improve the renewal process.

• Recruit and develop high performing teams and mentor the management team to follow best practice in this regard.

• Manage the performance of your management team through individual learning plans, performance feedback and career development.

• Handle performance issues timely and appropriately ensuring to partner with the right internal resources to support areas of underperformance, including identifying leading indicators to potential performance problems.

• Retain, through effective recognition and career development processes, highly effective teams, developing succession planning and cover on an ongoing basis and for future headcount planning.

What You Will Bring

• Degree in business, sales or marketing, or a related field; or relevant work experience.

• Proven track record of overachievement in leading a consultative and matrixed selling environment.

• Demonstrated success managing and growing renewals or sales organizations with a heavy focus on renewal rates and recurring revenue / ARR.

• Strong understanding of subscription-based business models.

• Previous and proven leadership experience, including second line management experience.

• Excellent communication and negotiation skills.

• Languages are a plus, English – written and verbal – fluent; and another language would be beneficial

• Analytical mindset with the ability to use data to drive decision-making.

• Experience in cybersecurity is a plus.