Enterprise Renewals Specialist

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

📋 Description

• Safeguard and enhance Annual Recurring Revenue (ARR) by assisting the Strategic and Enterprise Field Sales team in securing renewal contracts prior to their expiration.

• Partner with the Strategic and Enterprise Field Sales team to develop renewal strategies and promote alignment on commercial Renewal/Flex initiatives.

• Aid in executing an expansion strategy related to renewals (Flex, Reflex, Upsell).

• Facilitate a seamless renewal execution and closing process (negotiating commercial terms, capturing price increases, and converting Renewals to Flex).

• Proactively analyze, prepare, and present renewal sales proposals to the enterprise renewal seller 90-120 days before the contract expiration.

• Take ownership of contract processes and Flex activations.

• Investigate customer license purchases and usage, providing recommendations for renewal proposals.

• Develop renewal scenarios that include transitions to our Flex GTM offering, consolidations, and module upgrades.

• Act as a subject matter expert on subscription management and Renewals for our enterprise clientele.

• Identify any risks early in the quarter renewals within your territory and ensure an accurate renewals forecast.

• Collaborate with Field sales and Customer Value Architects on accounts at risk and devise risk mitigation strategies.

• Serve as a reliable resource for sales concerning the enterprise renewal sales process and business policies.

⛳️ Requirements

• Relevant industry experience in High Tech, SaaS, or Cybersecurity is preferred.

• Familiarity with the Annual Recurring Revenue business model.

• A minimum of 5 years of experience in Enterprise Renewals, Deal Support, Contract Management, or Customer Success.

• Previous involvement in managing the SaaS Subscription renewal process.

• Proficient in MS Excel.

• Prior experience with Salesforce.com and/or Salesforce CPQ is essential.

• Capability to effectively balance a diverse range of daily tasks and adapt priorities swiftly in a dynamic environment across multiple engagements.

• Tech-savvy and eager to thrive in a fast-paced setting.

• Outstanding communication skills and a strong partnership with sales.

• Ability to work autonomously or collaboratively within a team.

• Exceptional attention to detail and highly organized.

🏝️ Benefits

• Industry-leading compensation and equity awards.

• Comprehensive wellness programs for both physical and mental health.

• Competitive vacation and holiday policies for relaxation.

• Paid parental and adoption leave.

• Opportunities for professional development available to all employees, regardless of their role or level.

• Employee Networks, geographic neighborhood groups, and volunteer opportunities to foster connections.

• Dynamic office culture with first-class amenities.

• Recognized as a Great Place to Work Certified™ globally.