Director – Renewals

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of Abnormal's entire renewals strategy and operational model.

• Establish the renewal process, segmentation strategy, playbooks, and systems to facilitate scalable growth.

• Lead, mentor, and nurture Renewal Managers/Specialists.

• Set objectives and key performance indicators for renewal bookings, gross renewal retention, upselling, and forecast accuracy.

• Oversee and enhance the complete renewal lifecycle, which includes early engagement, negotiating terms, securing commitments, and executing contracts.

• Collaborate effectively with Customer Success, Sales, Operations, and Finance teams.

• Monitor pipeline health and identify accounts that are at risk.

• Implement strategies for account preservation and report on renewal metrics.

• Partner with Customer Success and Sales to uncover expansion opportunities.

• Develop and refine forecasting models for renewal bookings, churn, and NARR.

• Present updates to senior leadership and enhance forecast accuracy.

• Manage escalations and handle high-profile renewal situations.

• Support complex negotiations and large-scale renewal agreements.

• Keep track of SaaS licensing, pricing models, contract terms, and trends in email security and cybersecurity.

⛳️ Requirements

• Over 10 years of experience in renewals, post-sales, or account management within a B2B SaaS context.

• Ideally, at least 4 years of experience managing direct reports.

• Proven track record of owning gross retention at scale, demonstrating improvements in both retention and forecasting accuracy across the entire function.

• Experience in building or significantly enhancing a renewals function, including motion design, segmentation, playbooks, tooling, and operational cadence.

• Strong executive presence and ability to influence C-level peers internally.

• Capable of leading high-stakes customer negotiations.

• Strong quantitative and operational judgment skills.

• Proficient in forecasting models, retention economics, Salesforce, and Gainsight.

• Excellent communication and leadership capabilities.

• Ability to develop, motivate, and retain a high-performing team.

• Experience in strategic process improvement and scaling within a fast-paced, high-growth environment.

• Familiarity with building and operationalizing AI tools to enhance renewals and post-sales processes.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Opportunity for equity participation.

• Comprehensive benefits package offered.

• Pre-employment checks conducted in accordance with applicable legislation and company security and privacy standards.