Head of Sales, Renewals

We need to output HTML fragment with sections for headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections where there is real specific content. We need to parse the job posting. First, there is an introductory paragraph about Mapbox (company description). That could be "About the role"? Actually "About the role" heading is for description of role. The intro about Mapbox is more about company; but we can treat as "About the role" maybe? The instruction: use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we should include headings that match those labels if content exists. We need to extract content for each. Let's identify sections: - About the role: likely the paragraph starting "What You'll Do As Head of Sales, Renewals..." That's description of role. So we can put that under

About the role

with paragraphs. - Responsibilities: The bullet list of duties under "What You'll Do". Many bullet-like sentences. We can extract those as list items under

• . Could also be separate section "Responsibilities". The content includes many responsibilities: lead team, define strategy, act as stakeholder, leverage data, personally engage, lead commercial strategy, build culture, drive expansion, coach team, lead weekly renewal, own forecast accuracy, bring insights, set standard, serve as key member. So we can put those under Responsibilities. - Requirements: The traits list: "What We Believe Are Important Traits For This Role" includes bullet points (numbered). Those are requirements/experience. So we can put under

  Requirements

  with list. - Qualifications: maybe overlapping with Requirements; but we could separate: "Strong background in location technology..." etc. Could be Qualifications. However we have many traits; we could treat all as Requirements. But we need to follow instruction: include a section ONLY when posting has real, specific content for it. We can decide to have Requirements and Qualifications separate if distinct content. Let's see: The traits list includes: 10+ years experience..., Proven track record..., Experience managing large..., player-coach mindset..., Strong understanding of usage-based..., Demonstrated ability..., Strong commercial instincts..., Experience building multi-threaded..., Strong executive presence..., Comfortable orchestrating..., Strong background in location technology..., Comfortable operating..., Curious, adaptable... That seems like qualifications/requirements. We could put all under Requirements. Qualifications maybe not needed separately. Skills: Could be extracted from traits like "Strong executive presence and communication skills", "Strong commercial instincts", "Strong background in location technology". But we already have them. Benefits: The section "How We Support You" lists many benefits: Hybrid/Remote Options, Comprehensive Healthcare, Family-First Support, Fertility & Family Building, Lifestyle Spending Account, Balance & Brainpower, Rest & Recharge, Time Off to Give Back, Invest & Grow. So we can create Benefits section with list. Pay: The posting includes "Our annual on target compensation for this role ranges from $357,000 - $483,000." So we can include Pay section with that sentence. Schedule: Not mentioned explicitly; maybe hybrid/remote options cover schedule but not explicit schedule like full-time, etc. There's no explicit schedule info. So we should not create Schedule section. Also we need to avoid boilerplate like EEO, legal, privacy policy, E-Verify, etc. Remove those. We need to preserve all substantive information; do not invent or summarize away detail. So we need to keep the details as is, but we can rephrase? The instruction: "Preserve ALL substantive information; do NOT invent or summarize away detail." Means we should not omit details, but we can reformat. Likely we should keep the sentences essentially unchanged, maybe just split into list items. We must not repeat the job title as a heading. The job title is "Head of Sales, Renewals". Not to be used as heading. We must not put Job ID/requisition numbers as headings; none present. We must output only HTML fragment, no /, no markdown fences. Thus produce something like:

  About the role

  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. As a player-coach, you will personally engage in the most strategic, complex, or at-risk customer situations—including executive conversations, major renewals, commercial negotiations, and expansion opportunities—when senior leadership involvement can materially improve the outcome.

  Responsibilities

  • 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.
  • Define and scale the renewal organization's strategy, processes, and systems to support Mapbox's long-term ARR goals.
  • 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.
  • Leverage data analytics to identify market trends, structural risks, and growth opportunities, transforming insights into long-term organizational strategy.
  • 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.
  • Lead commercial strategy for high-stakes renewals and expansion opportunities, balancing customer value, long-term partnership, deal structure, and Mapbox's growth objectives.
  • Build a culture of proactive customer value realization, helping the team understand customer business priorities, product adoption, usage trends, and organizational dynamics to protect and grow recurring revenue.
  • 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.
  • 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.
  • Lead weekly renewal and deal inspection, forecast reviews, and account planning, creating a rigorous operating cadence that surfaces risk, opportunity, and required actions early.
  • 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.
  • Bring customer and market insights back into Mapbox, helping the broader organization understand the factors driving retention, adoption, and expansion across our customer base.
  • Set the standard for commercial excellence within the Renewals organization, modeling strong negotiation, executive engagement, account planning, commercial judgment, and customer value creation.
  • 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.

  Requirements

  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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. You understand that modern renewals leadership goes beyond managing contracts—it's about building a great team, demonstrating customer value, driving adoption, protecting recurring revenue, and creating sustainable customer growth.

  Benefits

  • Hybrid/Remote Options: Enjoy flexibility to work comfortably from home or periodically from an office where applicable.
  • Comprehensive Healthcare: Private medical coverage for you and your dependents.
  • Family-First Support: Generous maternity and paternity leave policies to support your growing family.
  • Fertility & Family Building: Inclusive fertility support. Grow your family on your terms.
  • Lifestyle Spending Account: Contributions to support your health, wellness, and personal growth.
  • Balance & Brainpower: Mental health support for you and your dependents.
  • Rest & Recharge: Flexible paid time away, company holidays, and generous absence policies.
  • Time Off to Give Back: Dedicated paid volunteering time in addition to your standard PTO.
  • Invest & Grow: Retirement plans with competitive matching.

  Pay

  Our annual on target compensation for this role ranges from $357,000 - $483,000.

  We should not include Schedule section. Check that we didn't include any boilerplate like "Please discuss your specific work location with your recruiter", "By applying..." etc. We removed those. We kept all substantive info: company description? Actually we omitted the introductory paragraph about Mapbox being leading real-time location platform etc. That is substantive information about the company; should we include it? The instruction says preserve ALL substantive information. The intro about Mapbox is substantive. Where to put? Could be part of About the role or maybe a separate "About Mapbox" but not in allowed headings. We could include it in About the role section as a paragraph before the responsibilities. The About the role heading is for role description; but we can include company overview there as part of role context. It's acceptable. Thus we need to incorporate that intro paragraph into About the role. Let's capture: "Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen Mapbox because of the platform’s flexibility, security and privacy compliance. Organizations use Mapbox applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers." We'll add that as a paragraph(s) under About the role before the "What You'll Do" description. Thus About the role will have two paragraphs: company overview and role description. Now ensure we didn't miss any other substantive info: The "What We Believe Are Important Traits For This Role