Renewals Specialist

Summary

Join Abnormal Security as a Renewals/Customer Success professional where you will leverage your executive-level communication, negotiation, and financial acumen to manage and forecast renewable business. You will be responsible for the full renewal lifecycle, from opportunity identification to close, while maximizing contract value and customer trust. This fast-paced role requires a strategic mindset, proficiency in SaaS pricing, and experience in a quota-carrying role. You will utilize data to drive impactful customer discussions and collaborate with Account Executives and channel partners. The ideal candidate is highly motivated, detail-oriented, and comfortable in a high-volume environment. Compensation includes a base salary and potential for bonuses and restricted stock units.

Requirements

• Excellent executive level communication and presentation skills
• Expert commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business
• Ability to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive level
• High competency in SaaS pricing and licensing options
• Experience in a quota carrying role with proven achievement
• Ability to project manage the renewal cycle, pulling in necessary resources
• High degree of creative ability, analytical and business skills, and independent judgment
• Proficiency with Salesforce.com
• 2+ years working in Renewals / Customer Success role

Responsibilities

• Proficient in negotiation and overcoming objections, enabling value-focused contract discussions
• Drive and complete full renewal lifecycle, from opportunity identification to negotiation to close, in assigned territory per Gross Revenue Retention targets
• Carry out win/win negotiation strategies for renewals that maximize contract value while protecting and enhancing customer trust, with a preference for early, multi-year renewals
• Utilize data to steer impactful discussions with customers
• Coordinate closely with assigned Account Executives to identify opportunities to up-sell/cross-sell into the renewal
• Develop a deep understanding of the customer procurement process
• Monitor and accurately report on customer accounts, renewal pipeline, gross retention and renewal forecasts on a rolling basis
• Partner with channel to provide positive partner experience and promote good relationships

Preferred Qualifications

Gainsight

Benefits

• Bonus
• Restricted stock units (RSUs)
• Base salary range: $65,000 — $77,000 USD