Director, AMER Renewals

Responsibilities

• Define renewal strategies, develop playbooks, and align team objectives with broader company revenue goals.
• Work across premier, strategic and corporate customer segments, catering playbooks to their unique needs.
• Maintain a high accuracy of forecast along with consistent pipeline management.
• Provide executive level feedback and insights into renewal performance, risk indicators and opportunities for growth.
• Proactively identify at-risk accounts well before contract expiry date.
• Develop churn and erosion mitigation plans, working closely with other internal stakeholders.
• Establish operational cadences for forecasting, pipeline hygiene and performance reviews.
• Collaborate with Revenue Operations to streamline workflows and identify reporting needs to optimize productivity.
• Hire, train and mentor renewal managers and specialists, building skills for complex commercial negotiations, license structures, competitive pressures and conflict resolution.
• Foster a culture of accountability, driving results and skill building.
• Partner closely with field sales, revenue operations, finance, legal, customer success and other teams to drive optimal customer outcomes.

Requirements

• 8 to 10+ years of experience in SaaS renewals, account management or customer success.
• 3 to 5 years in a senior leadership role with direct responsibility for renewals or customer retention.
• Leadership experience managing co-located and remote team members across multiple time zones.
• A key understanding of subscription metrics such as Annual Recurring Revenue (ARR), In Quarter Renewal Rate (IQRR), Final Renewal Rate (FRR) and Gross Retention Rate (GRR).
• A proven track record in leading a high volume, high value, enterprise level negotiations, as well as a view on optimizing long tail renewals.
• Strong systems proficiency, specifically SFDC, Clari and Tableau.
• Advanced communication skills including negotiation, influence and executive level.
• Willingness to travel to Atlanta 2 – 3 times quarterly if not co-located with the team.

Qualifications

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience).

Skills

• Strategic thinking and planning.
• Customer relationship management.
• Financial analysis and forecasting.
• Team leadership and development.
• Collaborative problem-solving.
• Technical proficiency with CRM tools (SFDC, Clari, Tableau).
• Effective communication and negotiation skills.

Benefits

• Employee ownership.
• Health insurance.
• 401(k) with matching contributions.
• Disability insurance.
• Paid-time off.
• Growth opportunities.

Pay

The typical base salary for this role is between USD $193,687.50 - $322,812.50 per year and it may be eligible for participation in a corporate bonus program. Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors.

Schedule

Location Type: Remote, or Hybrid

Travel Expectations

25%