Renewals Manager

Summary

Join Airtable as a Renewal Manager and play a pivotal role in ensuring customer success and maximizing revenue. You will own the renewal process, collaborating with internal teams to retain and expand customer contracts. This role requires strong negotiation skills, experience in enterprise SaaS, and a proven track record of achieving sales goals. You will develop and implement strategies to mitigate churn and identify upsell opportunities. The ideal candidate will be based in San Francisco or Austin, but remote candidates on the Central/West Coast will be considered. Airtable offers a competitive compensation package, including benefits and stock options.

Requirements

• 5+ years of quota-carrying Sales / Renewals / Customer Success / Account Management experience within an Enterprise SaaS organization
• Strong negotiation skills and demonstrated capability closing large, complex contracts
• Strong collaboration skills and successful experiences working with internal XFN partners (Deal Desk, Legal, Product) as well as customer facing counterparts (Sales & Success)
• Ability and eagerness to grow business in a strategic manner, i.e. creating new processes and initiatives
• Approaches work with empathy, craftsmanship, and a growth mindset - you are a self motivated and proactive team player
• Solid understanding of Enterprise SaaS applications and collaboration technology
• Consistent track record of achieving personal and team goals
• History of thriving in a rapidly changing environment

Responsibilities

• Own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships
• Be a primary stakeholder (along with XFN partners) in building the foundational processes and playbooks for this new role
• Actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
• Maintain and report an accurate rolling 120-day forecast of renewals in your territory
• Negotiate and execute renewal contracts (in partnership with legal) that align to customer goals
• Discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
• Develop playbook for renewal engagement maximizing revenue retention

Preferred Qualifications

Based in the San Francisco or Austin area to attend the office occasionally

Benefits

• Competitive compensation package
• Benefits
• Restricted stock units
• Incentive compensation