Head of Sales – Renewals

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

📋 Description

• Oversee the strategy, operational framework, and commercial performance of the Renewals team.

• Lead, nurture, and expand a team of 8 Account Managers.

• Define and enhance the renewal strategy, processes, and systems to support long-term ARR objectives.

• Collaborate with Product and Engineering leadership to create customer-focused product roadmaps informed by renewal insights.

• Leverage data analytics to pinpoint market trends, structural risks, and opportunities for growth.

• Engage personally in strategic, complex, or at-risk renewals and expansions.

• Spearhead the commercial strategy for significant renewals and expansion prospects.

• Foster a culture that prioritizes proactive customer value realization.

• Drive expansion within the existing customer base by boosting Mapbox product adoption.

• Mentor the team on developing multi-threaded customer relationships.

• Facilitate weekly renewal and deal reviews, forecast assessments, and account planning sessions.

• Ensure renewal forecast accuracy and predictability, including adherence to Salesforce protocols.

• Relay customer and market insights back to Mapbox.

• Set the benchmark for commercial excellence within the Renewals team.

• Contribute to the overarching go-to-market strategy, influencing customer retention, growth, and relationship enhancement.

⛳️ Requirements

• Minimum of 10 years of experience in Account Management, Renewals, Customer Growth, or enterprise sales teams.

• At least 5 years of experience in leading and developing high-performing sales teams.

• Proven history of achieving strong gross retention, net retention, renewal, and expansion results in a complex enterprise software or technology setting.

• Experience handling large, strategic enterprise renewals, including intricate pricing, procurement, negotiation, usage commitments, and contract discussions.

• Player-coach mentality with the ability to lead through others while participating in complex renewals, executive discussions, negotiations, or at-risk accounts.

• Strong grasp of usage-based or consumption-based business models.

• Proven ability to detect renewal risks early and formulate mitigation strategies.

• Strong commercial acumen and capacity to identify expansion opportunities.

• Experience cultivating multi-threaded relationships with Product, Engineering, Procurement, Finance, and executive stakeholders.

• Strong executive presence and communication abilities.

• Capability to orchestrate cross-functional teams without direct authority.

• Preferred background in location technology, developer platforms, cloud infrastructure, or related technical fields.

• Comfortable working in a fast-paced, dynamic environment.

• E-Verify employee work authorization confirmation applies.

🏝️ Benefits

• Supportive health care.

• Parental leave.

• Flexibility for life's unexpected events.

• Environment focused on teaching and learning.

• Hybrid/Remote Options: flexibility to work from home or occasionally from an office as needed.

• Private medical coverage for you and your dependents.

• Generous maternity and paternity leave policies.

• Inclusive fertility support.

• Lifestyle Spending Account contributions to enhance your health, wellness, and personal development.

• Mental health support for you and your dependents.

• Flexible paid time off, company holidays, and generous absence policies.

• Dedicated paid volunteering time.

• Retirement plans with competitive matching.