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 preserve and enhance customer contracts. This role requires strong negotiation skills and experience in enterprise SaaS. You will be responsible for forecasting renewals, negotiating contracts, and identifying upsell/cross-sell opportunities. The ideal candidate has 5+ years of experience in a quota-carrying sales or related role within an enterprise SaaS organization. While ideally based in New York, remote candidates on the East Coast are also considered. Compensation includes a competitive salary, benefits, restricted stock units, and potential incentive compensation.

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 New York area to attend the office occasionally

Benefits

• Benefits
• Restricted stock units
• Incentive compensation
• For work locations in the San Francisco Bay Area, Seattle, Los Angeles, and New York, the on-target earnings range for this role is: $139,200 — $171,500 USD
• For all other work locations (including remote), the on-target earnings range for this role is: $125,500 — $155,000 USD