Remote Renewals Specialist

Summary

Join our high-performing Customer Success team as a Renewals Specialist to drive customer retention and upsells, leveraging strong relationship-building and commercial skills. As a key member of the team, you'll manage contract renewals, implement revenue retention strategies, collaborate with sales teams for upsell opportunities, and lead negotiations for expansions.

Requirements

• At least 2 years of technology-related renewals experience at a B2B SaaS company working with Enterprise organisations
• You’re a consistent top performer with a history of exceeding your targets
• You’re an excellent negotiator with exceptional written and spoken communication skills
• Demonstrated success with complex commercial and legal negotiations, working with procurement, legal, and business teams
• Experience working with and managing partners
• Customer-centric mindset with a passion for delivering value to clients
• Strong organizational and time management abilities
• Detail-oriented with the ability to manage multiple tasks simultaneously

Responsibilities

• Drive Renewals: Take ownership of the renewal process for a portfolio of key accounts, ensuring timely and successful contract renewals
• Revenue Retention: Implement strategies to safeguard existing revenue, proactively identifying risks and addressing them before they impact the business
• Revenue Expansion: Collaborate with sales teams to identify upsell and cross-sell opportunities within your accounts, contributing to overall revenue growth
• Contract Negotiation: Lead negotiations for renewals and expansions, working closely with legal and finance teams to structure favourable agreements
• Market Insights: Stay informed about industry trends, competitive landscape, and client needs to offer informed recommendations that drive client value and satisfaction
• Collaboration : Partner with sales, customer success, and marketing teams to align on account strategies and ensure a cohesive approach to client growth
• Reporting & Metrics: Track and report on renewal rates, upsell success, and overall account health, using data to inform decision-making and strategy adjustments
• Forecasting : Maintain accurate and up-to-date records within the company’s CRM and provide regular renewal forecasts and updates to management
• Collect Feedback : Gather feedback from customers to understand reasons for non-renewal and share insights with internal teams for renewal process improvement
• Onboarding: Onboard new customers to ensure they are set up for success

Preferred Qualifications

• Proven track record selling to companies in multiple industries and Enterprise sized organisations and engaging C-level executives
• Industry-Specific Knowledge: Deep understanding of the cyber security industry, particularly in the context of SaaS solutions
• Advanced Negotiation Skills: Expertise in structuring and negotiating complex contracts, particularly in a SaaS environment
• Proven Success in SaaS Renewals: Demonstrated success in driving high renewal rates and identifying revenue expansion opportunities within existing accounts
• Ability to work well in a team-oriented environment
• Experience using a CRM such as Salesforce or HubSpot

Benefits

• Monthly Lifestyle subsidy: use this for financial, physical and mental wellbeing (all regions)
• WFH set-up allowance: to ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard (all regions)
• $1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance (all regions)
• Generous Annual Leave/PTO allowances: time to recharge your batteries (all regions)
• 18 weeks paid Parental Leave: irrespective of parenting role (all regions)
• Personal Leave allowance: this includes sick & carer’s leave (all regions)
• Fully remote working environment: whilst we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance (all regions)
• Top-spec hardware: all team members will be provided with top-spec laptops for their role (all regions)
• Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform (all regions)
• Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work (all regions)