Head of Sales, Renewals

What You'll Do

As Head of Sales, Renewals, you will own the strategy, operating model, and commercial performance of our Renewals organization. This is a Director-level leadership role for a seasoned sales leader responsible for scaling a high-performing team of 8 Account Managers, driving long-term ARR retention, and ensuring the commercial health of our recurring revenue base.

You will lead, develop, and scale a team of 8 Account Managers, setting clear expectations, establishing rigorous operating rhythms, coaching toward exceptional performance, and developing talent and career paths across the team.

You will define and scale the renewal organization's strategy, processes, and systems to support Mapbox's long-term ARR goals. You will act as a key stakeholder within the leadership team, collaborating with Product and Engineering leadership to drive customer-centric product roadmaps based on renewal insights.

You will leverage data analytics to identify market trends, structural risks, and growth opportunities, transforming insights into long-term organizational strategy.

You will personally engage in the most strategic, complex, or at-risk renewals and expansions, partnering with Account Managers on executive engagement, negotiation strategy, pricing, usage commitments, and contract structure.

You will lead commercial strategy for high-stakes renewals and expansion opportunities, balancing customer value, long-term partnership, deal structure, and Mapbox's growth objectives.

You will drive expansion across the existing customer base by identifying opportunities to increase adoption of Mapbox products, including Maps, Search, Navigation, Movement, Atlas, and emerging products.

You will coach the team on building multi-threaded customer relationships across Product, Engineering, Procurement, Finance, and executive stakeholders, reducing dependency on individual champions and strengthening long-term customer relationships.

You will lead weekly renewal and deal inspection, forecast reviews, and account planning, creating a rigorous operating cadence that surfaces risk, opportunity, and required actions early.

You will own the accuracy and predictability of the renewal forecast, driving strong Salesforce discipline and ensuring leadership has clear visibility into renewal health, risks, expansion opportunities, and expected outcomes.

You will bring customer and market insights back into Mapbox, helping the broader organization understand the factors driving retention, adoption, and expansion across our customer base.

You will lead the Renewals organization, setting the standard for commercial excellence, modeling strong negotiation, executive engagement, account planning, commercial judgment, and customer value creation.

You will serve as a key member of the sales leadership team, contributing to broader go-to-market strategy and helping shape how Mapbox retains, grows, and deepens customer relationships.

What We Believe Are Important Traits For This Role

• 10+ years of experience in Account Management, Renewals, Customer Growth, or enterprise sales teams, including at least 5+ years experience leading and developing high-performing sales teams.
• Proven track record of delivering strong gross retention, net retention, renewal, and expansion results within a complex enterprise software or technology environment.
• Experience managing large, strategic enterprise renewals, including complex pricing, procurement, negotiation, usage commitments, and contract discussions.
• A player-coach mindset: you enjoy leading through others and developing talent, but are equally comfortable stepping into the details of a complex renewal, executive conversation, negotiation, or at-risk account when your involvement can change the outcome.
• A strong understanding of usage-based or consumption-based business models, including how adoption and usage trends influence renewal, retention, and expansion outcomes.
• Demonstrated ability to identify renewal risk early, develop effective mitigation strategies, and mobilize internal and customer stakeholders around a path to resolution.
• A strong commercial instincts with the ability to uncover expansion opportunities and help teams grow existing customer relationships.
• Experience building multi-threaded relationships across Product, Engineering, Procurement, Finance, and executive stakeholders.
• A strong executive presence and communication skills, with the ability to lead difficult commercial conversations with both customers and senior Mapbox leaders.
• Comfortable orchestrating cross-functional teams without direct authority and creating accountability around customer and business outcomes.
• A strong background in location technology, developer platforms, cloud infrastructure, or adjacent technical fields is preferred.
• Comfortable operating in a fast-moving environment where priorities, customer needs, and product capabilities continue to evolve.
• Curious, adaptable, commercially minded, and energized by Mapbox's complexity.

What We Value

• We value high-performing creative individuals who dig into problems and opportunities.
• We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people.
• We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company.
• We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply.