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 execution.
• Customer relationship management.
• Financial analysis and forecasting.
• Team leadership and development.
• Collaborative problem-solving.

Benefits

• Employee ownership.
• Health insurance.
• 401k 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

Remote or Atlanta, GA (Hybrid)

Location Type

Remote, or Hybrid

Travel Expectations

25%

Education

Bachelor’s Degree