Senior Strategic Renewals Manager

Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box.

Company Operating Rhythm

At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly.

Responsibilities

• Own renewal negotiations end-to-end for a book of strategic, high-value accounts, leading commercial conversations directly with customer executives, procurement, and finance.
• Forecast renewals in a consumption-based model by translating usage, pacing, and adoption trends into a defensible commercial projection, and hold the line when a customer’s self-reported forecast doesn’t match the data.
• Build and negotiate pricing and packaging for usage-based agreements (committed-use, credit tiers, discount structures), structuring multi-year commitments that protect ARR and capture growth.
• Identify expansion opportunities during the renewal motion by using usage, adoption, and customer goals to surface growth potential, then partner with the Account Executive to help shape the expansion strategy.
• Quarterback cross-functional deal strategy across CS, Sales, Finance, RevOps, and Legal - aligning the internal team on a single commercial plan and clear next steps for each account.
• Get ahead of churn and contraction risk with a clear point of view on value realization; lead the save and turnaround plays when an account is at risk.
• Help shape the renewals motion as the function scales turning what works into a repeatable commercial motion, with the runway to lead a growing renewals team over time.

Requirements

• 10+ years in commercial, customer-facing roles such as Strategic Account Management, Account Executive, and / or Renewals Manager, with a track record of carrying and hitting commercial targets.
• Demonstrated track record owning and closing complex commercial renewals/expansions for strategic accounts at a consumption-based company.
• A track record structuring multi-year, multi-product commercial agreements and navigating procurement, legal, and finance to close them.
• Strong forecasting discipline and the commercial judgment to know when a forecast is real and when it needs to be challenged.
• Comfort working AI-first; you already use AI tools to research accounts, model scenarios, and prep negotiations, and you’d expect to do more of that here.

Preferred Qualifications

• Experience at a consumption-based company, AI, data, infrastructure, cloud, or communications.
• Exposure to a technical or developer-focused customer base.
• A point of view on how renewals should work in an AI-native company, and ideas for how to build it here.