Renewals Team Leader

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

📋 Description

• Lead, mentor, and develop the Farmers team through regular one-on-one meetings, pipeline assessments, call coaching, and negotiation training.

• Establish individual goals, allocate account portfolios, and oversee performance in relation to these targets.

• Recruit and onboard new Farmers; create playbooks for renewals, price adjustments, and upselling.

• Oversee contract administration, ensuring the accuracy of contract data, billing entries, and required signatures.

• Take ownership of renewal and expansion targets within the customer base, including NRR, GRR, churn, and expansion ARR.

• Manage the renewals pipeline and quarterly forecasts, providing reports to the VP and Revenue Committee.

• Define and implement pricing, discount, and price adjustment policies (IPCA/IGP-M) in collaboration with the Finance team.

• Assume responsibility for high-value or at-risk renewals as a senior negotiator.

• Develop multi-year offers, packages, and upsell opportunities to enhance account value.

• Coordinate and escalate retention strategies with CSMs and leadership for accounts that are at risk of churn.

• Collaborate with the Head of CS and CSMs regarding account health, adoption, and stakeholder context prior to each renewal.

• Liaise with Finance on collections and Legal concerning contractual terms.

• Utilize renewal and churn data to refine processes, tools, and the customer journey.

⛳️ Requirements

• Background in B2B SaaS encompassing Customer Success and Sales, specifically in renewals, account management, or farming.

• Proven experience leading a quota-carrying commercial team in renewals, account management, farming, or revenue-driven Customer Success.

• Demonstrated success in meeting NRR/GRR or renewal targets and providing dependable forecasts.

• Practical experience in negotiating complex renewals, price adjustments, and upsells with mid-market and enterprise clients.

• Experience in creating playbooks, establishing pricing and discount rules, and training teams in negotiation techniques.

• Strong understanding of SaaS revenue metrics (ARR, NRR, GRR, churn, and expansion) and CRM pipeline management (HubSpot, Salesforce, or similar platforms).

• Proficient in both Spanish and English.

• Data-driven, highly organized, and capable of managing a team, account portfolio, and contract deadlines simultaneously.

🏝️ Benefits

• Health insurance allowance.

• Home office allowance.

• Meal allowance.

• Spanish classes.

• Birthday leave, including additional leave for children's birthdays.

• Cooperative contractor arrangement.