Director, Renewal Account Management

Accountabilities

• Owning the strategic direction of renewal and expansion initiatives, ensuring customer retention while building a scalable growth-focused account management model.
• Leading teams, developing account strategies, and engaging with executive stakeholders to maximize long-term customer value.
• Lead a portfolio of strategic customer accounts, driving both renewal retention and expansion revenue through upsell and cross-sell opportunities.
• Build and execute a structured expansion strategy by identifying customer needs, product adoption opportunities, and areas for additional value creation.
• Develop executive-level relationships with key customers, including C-suite stakeholders and economic buyers, to support strategic partnerships and growth initiatives.
• Partner with sales, customer success, product, and technical teams to create account plans focused on multi-year growth opportunities.
• Establish repeatable playbooks for identifying expansion triggers, underutilized solutions, adoption gaps, and churn risks.
• Coach, mentor, and develop a team of senior renewal and account management professionals, building consultative selling skills and future leadership capability.
• Create account health frameworks to proactively identify risks, prioritize retention efforts, and improve customer outcomes.
• Oversee renewal and expansion forecasting with accurate pipeline visibility, reporting, and executive communication.
• Manage complex commercial negotiations, including strategic renewals, multi-year agreements, and large expansion opportunities.
• Represent the account management organization in executive business reviews and strategic customer discussions.
• Strengthen collaboration with channel partners and indirect sales ecosystems to support customer growth initiatives.

Requirements

• Extensive experience leading enterprise account management, renewals, and customer expansion programs within technology or cybersecurity environments.
• Proven success driving net revenue retention above 100% through expansion, upselling, and cross-selling strategies.
• Strong background managing strategic enterprise accounts and complex, multi-stakeholder negotiations.
• Experience engaging with executive-level customers and presenting business value narratives to senior stakeholders.
• Knowledge of indirect go-to-market models, including channel partners, MSSPs, or strategic alliances.
• Ability to develop account health frameworks that identify both growth opportunities and customer risks.
• Strong forecasting, analytical, and business management skills with experience reporting to senior leadership.
• Excellent communication, presentation, and relationship-building abilities.
• Ability to influence cross-functional teams, including customer success, product, and sales engineering organizations.
• Comfortable operating in a fast-growing environment with evolving processes, systems, and tools.

Benefits

• Competitive on-target earnings range of $213,750 - $321,000 USD, including base salary and commission opportunities.
• Equity opportunities through restricted stock units (RSUs).
• Employee stock purchase plan (ESPP).
• Flexible time off policy and paid company holidays.
• Paid sick leave and gender-neutral parental leave.
• Medical, dental, and vision insurance coverage.
• 401(k) retirement plan with company match.
• Life and disability insurance programs.
• Health and dependent care flexible spending accounts.
• Voluntary benefits including hospital, accident, and critical illness coverage.
• Employee Assistance Program (EAP).
• Pre-paid legal services and pet insurance options.
• Wellness coaching and gym/wellness reimbursement.
• Opportunity to work in an innovative, AI-focused technology environment with global impact.