Renewal Management Manager

Summary

Join Airtable as a Manager of Renewals Management and lead a team of Renewal Managers focused on optimizing the renewals process, driving customer retention, and maximizing revenue. You will standardize renewal strategies, partner with various departments, and implement best-in-class processes. This role offers the opportunity to shape and scale a renewals function in a high-growth SaaS environment, mentoring and developing a high-performing team. You will be responsible for driving accountability for the team’s renewal targets, forecasting, and consistent execution of renewal playbooks. The ideal candidate will have extensive experience in renewals, strong leadership skills, and a proven track record of success in a similar role.

Requirements

• 6+ years of experience in Renewals, Customer Success, Account Management, or another relevant quota carrying Post-Sales function within an Enterprise SaaS environment, with at least 2+ years of leadership experience managing teams
• Proven track record of leading and developing high-performing teams with a focus on retention and expansion
• Strong negotiation and contract management skills, with experience closing large, complex agreements
• Deep experience collaborating with Sales, Customer Success, RevOps, BizTech, and Legal to drive customer retention
• Strong analytical skills, with the ability to forecast renewal outcomes and identify trends
• Experience building scalable renewal processes, playbooks, and operational efficiencies in a high-growth environment
• Ability to work in a fast-paced, evolving environment and drive change with a growth mindset
• Exceptional communication and stakeholder management skills, with an ability to influence cross-functional partners and senior leadership
• Passion for coaching, mentoring, and developing talent within the organization
• Approaches work with empathy, craftsmanship, and a growth mindset - you are a self motivated and proactive team player

Responsibilities

• Lead and develop a team of Renewal Managers, providing coaching, mentorship, and performance management to drive excellence in renewals execution
• Own and optimize the renewals process, ensuring efficiency, predictability, and alignment with broader customer retention strategies
• Drive accountability for the team’s renewal targets, maintaining accurate rolling 120-day forecasts and ensuring consistent execution of renewal playbooks
• Partner cross-functionally with Sales, Customer Success, RevOps, and Legal to drive seamless renewal negotiations, ensuring favorable contract outcomes for both customers and the company
• Standardize and refine renewal playbooks, leveraging data and best practices to improve retention rates and drive incremental expansion opportunities
• Develop and implement key performance metrics to measure team success, improve forecasting accuracy, and identify areas for optimization
• Act as a strategic thought partner in the evolution of the renewals function, bringing insights and recommendations to drive process innovation
• Champion a customer-first approach while balancing business objectives, ensuring customer needs are met during renewal discussions
• Communicate effectively with leadership on key renewal trends, forecast risks, and operational improvements

Benefits

• Restricted stock units
• Incentive compensation
• Benefits