Position - Renewals Process Specialist
Experience - 2–4 years
Location - Bangalore or Bhubaneswar
Employment type - Full-time
About InstaSafe
InstaSafe is a leading innovator in secure access solutions, delivering cutting-edge products like Zero Trust Network Access (ZTNA), Single Sign-On (SSO), Multi-Factor Authentication (MFA), and Identity and Access Management (IDAM). We are dedicated to ensuring our clients' digital environments are secure, reliable, and high-performing. As we scale our go-to-market engine across direct and channel-led motions, we are building a strong GTM operations backbone to power predictable revenue, seamless renewals, and a thriving partner ecosystem. Join our team to help shape the operational engine behind the future of cybersecurity.
Role Overview
We are seeking a detail-oriented Renewals Process Specialist to own the operational backbone of InstaSafe's subscription renewals. You will run the renewals calendar end-to-end, prepare and validate renewal quotes, drive timely closure of renewals, and keep our renewals pipeline and forecasting clean and reliable. By taking ownership of the renewals process, you enable Account Managers and Customer Success to focus on higher-value customer conversations, while you safeguard recurring revenue and minimize avoidable churn.
Nature of the role: This is an operational role focused on renewals process excellence. It does not carry a personal new-business sales quota — success is measured by renewal rate, on-time renewals, and retained ARR.
Key ResponsibilitiesRenewals Execution
- Maintain and own the renewals calendar for all current accounts, sending reminders and flagging upcoming expiries 90/60/30 days in advance to the relevant owners.
- Prepare, validate, and issue renewal quotations for eligible opportunities — ensuring accuracy, pricing compliance, and timely delivery — and handle quote revisions and pricing checks.
- Proactively manage the follow-up cadence for low-value / low-ACV renewals: contact customers, partners, and distributors to obtain missing information, confirm intent, and drive closure.
- Escalate renewal risks and blockers to Account Managers and leadership in good time to avoid churn or delays.
Pipeline, Forecasting & Reporting
- Maintain a clean renewals pipeline in Zoho CRM — keeping opportunity stages, next steps, and notes accurate for reliable forecasting.
- Track and report on renewal rate, on-time renewals, gross/net revenue retention (GRR/NRR), and at-risk accounts using Zoho Analytics and Google Sheets.
- Surface upsell and cross-sell opportunities by analyzing usage and account data, and hand off to the relevant owners.
Systems, Documentation & Communication
- Ensure renewal contracts, POs, invoices, and subscription records are accurately captured in Zoho CRM and Zoho Books.
- Monitor the renewals shared mailbox/alias and act as a point of contact for routine renewal matters; coordinate information requests and schedule calls when required.
- Send renewal reminders and customer communications via Zoho Campaigns, and document and continuously improve renewals SOPs and workflows.
Required Qualifications
- Bachelor's degree in Business, Commerce, or a related field (or equivalent experience), based in Bangalore or Bhubaneswar .
- 2–4 years of experience in renewals, subscription/SaaS operations, sales support, order management, or a comparable operations role — preferably in a SaaS or technology environment.
- Hands-on experience with a CRM (Zoho CRM strongly preferred) and strong spreadsheet skills (Google Sheets / Excel), including pivot tables and basic analysis.
- Strong organizational skills, excellent attention to detail, and the ability to manage high-volume workloads during peak renewal periods.
- Excellent written and verbal communication for coordinating across internal teams, customers, distributors, and partners.
- A process-oriented, data-driven mindset with high ownership and discretion when handling commercial and customer data.
Preferred / Good-to-Have Skills
- Understanding of subscription/SaaS metrics — ARR/MRR, GRR/NRR, churn — and recurring-revenue workflows.
- Familiarity with the Zoho ecosystem (Zoho CRM, Zoho Books, Zoho Campaigns) and with quoting/CPQ or billing systems.
- Awareness of, and comfort using, AI productivity tools (e.g., Google Gemini) to draft communications, summarize data, and automate repetitive work.
- Exposure to the cybersecurity or enterprise software landscape (ZTNA, SSO, MFA, IDAM is a plus).
Pay: ₹300,000.00 - ₹600,000.00 per year
Application Question(s):
- How many years of _____ experience do you have?
- how many years of experience in Zoho ?
Work Location: In person
