Job description

About Pathlock

Pathlock is a leader in Identity Governance, Access Controls, and Application Security, dedicated to revolutionizing how enterprises secure access, enforce policies, and maintain compliance across critical business applications. The company’s advanced governance and GRC tools aim to streamline audits, minimize risk, and enable continuous compliance with reduced manual effort and higher confidence.

Position Summary

The Revenue Retention Specialist will focus on customer retention and renewal management, tasked with converting customers from perpetual licenses to subscription-based agreements and migrating users from legacy on-premise solutions to Pathlock’s SaaS platform. This role serves as an essential connector between customers and internal teams to deliver seamless renewals, product transitions, and revenue growth.

Key Duties

Manage renewal processes for assigned customer portfolios, ensuring uninterrupted contract continuation and revenue preservation.
Identify at-risk renewals through monitoring customer satisfaction, usage data, and account health indicators.
Lead conversations to negotiate contract terms and resolve customer concerns.
Implement strategies to prevent churn among customers showing renewal hesitation.
Facilitate migration of customers from Pathlock Native to Cloud platforms by identifying and developing conversion opportunities.
Re-engage previously stalled Pathlock Cloud prospects collaborating with Customer Success Managers (CSMs).
Coordinate and participate in product demos to encourage cloud adoption.
Partner with Account Executives (AEs) by qualifying leads for commercial discussions and maintaining communication.
Convert perpetual license customers to subscription models during renewal cycles, emphasizing value and benefits.
Collaborate with Finance and Legal to structure and finalize subscription contracts.
Drive mandatory conversion from end-of-life products (CSI, QSoft) adhering to timelines aligned with renewals.
Communicate migration requirements and product deprecation details to customers effectively.
Maintain Salesforce records related to opportunity stages, customer engagement, and conversion progress.
Track key performance metrics including conversion rates, deal velocity, and revenue contribution.
Develop and update playbooks outlining successful conversion tactics and handling customer objections.
Coordinate cross-functionally with CSMs, AEs, and Finance throughout the renewal and conversion lifecycle.
Analyze retention and conversion data to forecast renewals and resource needs accurately.
Continuously seek improvements in renewal and retention processes based on insights and team feedback.

Performance Metrics

Retention Rate: Achieving or exceeding industry standards for dollar and percentage retention of assigned portfolio.
Conversion Revenue: Revenue generated from Pathlock Native to Cloud transitions, including uncapped variable compensation potential.
Subscription Transitions: Revenue driven from converting perpetual licenses to subscriptions.
Customer Engagement: Success measured by response rates and completion of renewal meetings.
Pipeline Management: Identification and qualification of conversion opportunities and successful handoffs to sales teams.

Qualifications and Experience

Minimum 2 years in a Customer Success or Account Management role focused on SaaS renewal and retention.
Proven ability to identify and develop sales leads and opportunities within customer accounts.
Demonstrated success in re-engaging challenging or stalled customers.
Mandatory fluency in German (spoken, written, and reading) to effectively communicate with German enterprise clients.

Required Skills

Understanding of enterprise software products including legacy systems and cloud migration principles.
Knowledge of SaaS renewal processes, subscription-based business models, and customer success frameworks.
Strong communication and collaboration skills to work cross-functionally with sales and finance teams.
Capability to conduct approximately five customer meetings weekly, including organizing demos.
Proficiency in Salesforce, renewal management systems, and business intelligence tools.

Preferred Skills and Background

Experience with Pathlock or similar Governance, Risk, and Compliance (GRC) products such as CSI, Security Weaver, SAP GRC.
Background managing enterprise software migrations or conversions.
History of surpassing quota or revenue targets in similar roles.
Deep understanding of subscription versus perpetual licensing models.

Industry and Domain Knowledge

Experience in enterprise software renewals and managing complex B2B customer relationships.
Familiarity with issues related to product migration within enterprises.
Preferred background in revenue-generating or quota-carrying roles.
Knowledge of GRC, security, and compliance software markets is advantageous.

Soft Skills

Exceptional communication abilities and client-facing presence.
Strong analytical and problem-solving skills.
High degree of organization and multitasking capability.

Why Join Pathlock?

Make a significant impact by owning a critical revenue-driving function.
Engage with innovative governance technology solutions.
Opportunity for career growth, especially for professionals aiming to lead teams and manage complex transition projects in a fast-growing SaaS company.
Be part of a collaborative and customer-focused culture.