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If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.
About the role:
You’ll be the first dedicated EMEA renewals leader, balancing hands-on ownership of a high-value renewal portfolio with building the foundation for a scalable practice. Your work directly protects and grows recurring revenue while the company moves to a highly efficient GTM motion. This is a rare opportunity to create a high-impact function at a pivotal moment in our company’s growth.
This is a rare opportunity to create a high-impact function at a pivotal moment in our company’s growth.
Key Responsibilities:
Near-term (player): Personally manage a book of strategic renewals—forecast, negotiate, close.• Surface churn/expansion risks early and rally Sales, CS and Product for save plays.• Stand up core dashboards and a weekly renewal forecast call.• Create first-wave playbooks, email cadences and negotiation templates.
Mid-term (coach): Hire and mentor a small team of Renewal Managers • Refine segmentation and touch models (high-touch, pooled, auto-renew).• Formalize policies (notice periods, co-terming, discounts) with Deal Desk & Finance.• Scale tooling—integrate CPQ, CS platform and billing for one-click quotes
Build the EMEA Renewals Function: Stand up the EMEA renewals organization, including hiring, tooling, playbooks, segmentation, and KPIs — from foundational processes to scalable execution.
Own the Renewals Number: Take full ownership of renewal forecasting, execution, and performance globally. Deliver predictable, efficient renewal motions across all segments and regions.
Design the Renewal Strategy: Define policies, timing, roles, and customer touch models (high-touch, tech-touch, auto-renew) in partnership with Sales, CS, Product, and Finance.
Drive Cross-Functional Alignment: Act as the central orchestrator across Sales, CS, RevOps, Deal Desk, and Legal to ensure renewals are proactively managed and friction is minimized.
Optimize Commercial Outcomes: Create mechanisms to maximize retention, expansion, and margin through thoughtful negotiation strategies, renewal plays, and pricing levers.
Develop Data-Driven Rigor: Define dashboards, forecasting cadences, and risk signals to ensure the business has full visibility into renewal health and churn risk.
Scale Globally: Ensure consistency in process and tooling across regions while adapting for local market and customer nuances.
Qualifications:
Experience in SaaS renewals, account management or deal strategy;
Experience leading or mentoring others
Proven experience building and scaling a renewals function or adjacent team from scratch
Deep understanding of SaaS unit economics, retention metrics, and customer lifecycle models
Exceptional cross-functional collaboration skills — especially with Sales, CS, Product, Finance, and Legal
Strong commercial acumen and a track record of hitting retention goals and driving upsell or margin improvements
Process-oriented mindset with a bias for systems, automation, and scale
Executive presence and communication skills; comfortable influencing C-level stakeholders
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About Kong:
Kong Inc., a leading developer of cloud API technologies, is on a mission to enable companies around the world to become “API-first” and securely accelerate AI adoption. Kong helps organizations globally — from startups to Fortune 500 enterprises — unleash developer productivity, build securely, and accelerate time to market. For more information about Kong, please visit www.konghq.com or follow us on X @thekonginc.
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