Director of Upgrades & Strategic ; Hybrid- Austin, TX

Director of Upgrades & Strategic Renewals

Location: Austin, TX (Hybrid - 3 days in office per week)

Togetherwork is a $250M recurring revenue SaaS business with over 33 software applications serving 12+ vertical markets. We exist to help communities, organizations, and businesses thrive by delivering software solutions tailored to their unique needs.

With our new headquarters on South Congress in Austin, TX, we are entering an exciting phase of growth. We work hard and play hard. We love our customers, we innovate with purpose, and we won't stop until we've delighted every client across the diverse ecosystem we serve.

About the Role

We areseekinga strategic and commercially driven Director of Fonteva Upgrades & Strategic Renewals to lead our initiative to modernize the Fonteva customer base and drive long-term recurring revenue growth. This role will own the strategy and execution for migrating customers to current versions, increasing adoption of Payments 3.0, and creating compelling multi-year upgrade offers.

This leader will partner cross-functionally with Product, Services, Sales, Finance, and System Integrators (SIs) to build structured renewal programs, upgrade incentives, and referral motions that increase ARR, reduce version fragmentation, and strengthen our ecosystem. This is a highly visible role directlyimpactingrevenue growth, customer retention, and product standardization.

What You'll Do

• Upgrade & Renewal Strategy:
  Design and execute a structured program to move customers to current versions of Fonteva, including multi-year upgrade offers (minimum three years, five preferred) tied to Payments adoption.
• Client-Specific Offer Development:
  Build compelling, cost-effective upgrade packages by collaborating with Product, Services, and System Integrators to remove friction and drive adoption.
• Deal Desk Ownership:
  Run the deal desk for all Fonteva renewals, ensuring consistency in pricing, terms, upgrade incentives, and strategic alignment.
• Value Proposition Evangelism:
  Learn and co-present with Account Managers the value of upgrading to current versions and adopting Payments 3.0, articulating financial, operational, and technical benefits.
• ARR Maintenance Services Offering:
  Develop and structurea recurring maintenance services offering designed to keep customers current with patches and supported versions, increasing predictable ARR.
• Version Rationalization ("Stick" Strategy):
  Execute a structured approach to minimizing legacy versions, including fee adjustments, end-of-life policies, and strategic incentives to accelerate upgrades.
• System Integrator (SI) Enablement:
  Partner with SIs to enhance migration skills and co-develop financial offers, including potential cost offsets to accelerate upgrade adoption.
• Referral Program Development:
  Build and manage structured SI referral programs to increase both Fonteva and broader Nonprofit pipeline.
• Pipeline & Revenue Growth:
  Drive measurable increases in contracted ARR through structured upgrade motions and SI-driven referrals.

What You'll Bring

• 3-5+ years of experience in Account Management, Renewals, Revenue Operations, or Strategic Sales roles (5+ preferred).
• Experience structuring complex, multi-year SaaS agreements and renewal negotiations.
• Strong understanding of ARR models, pricing strategy, and contract structuring.
• Proven ability to collaborate cross-functionally across Product, Services, Finance, and Sales teams.
• Experience working with or alongside System Integrators and partner ecosystems.
• Strong executive communication and presentation skills.
• Ability to balance strategic program design with hands-on deal execution.

Success in This Role Looks Like

• A significant portionof the Fonteva customer base is migrated to current versions under multi-year agreements.
• Payments
  3.0adoption meaningfully increases across the install base.
• A structured and scalable renewal deal desk process is in place.
• A recurring ARR maintenance services offering is successfully launched and adopted.
• Legacy versions are systematically reduced through structured incentives and policy changes.
• SI referral programs are producing measurable pipeline growth in both Fonteva and Nonprofit segments.
• Com…