Senior Strategic Renewals Manager

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

📋 Description

• Take charge of renewal negotiations from start to finish for a portfolio of strategic, high-value accounts, engaging in commercial discussions directly with customer executives, procurement, and finance teams.

• Anticipate renewals in a consumption-based framework by interpreting usage, pacing, and adoption trends into a robust commercial forecast, maintaining integrity when a customer’s self-reported forecast diverges from the actual data.

• Develop and negotiate pricing and packaging for usage-based contracts (committed-use, credit tiers, discount frameworks), designing multi-year agreements that safeguard ARR and facilitate growth.

• Spot expansion opportunities during the renewal process by leveraging usage, adoption metrics, and customer objectives to highlight growth potential, then collaborate with the Account Executive to formulate the expansion strategy.

• Lead cross-functional deal strategies involving Customer Success, Sales, Finance, RevOps, and Legal, ensuring the internal team is aligned on a unified commercial approach and defined next steps for each account.

• Proactively address churn and contraction risks with a well-defined perspective on value realization; spearhead recovery and turnaround strategies when an account faces risk.

• Contribute to shaping the renewals process as the function grows, transforming successful strategies into a repeatable commercial model, with the potential to lead an expanding renewals team in the future.

⛳️ Requirements

• Over 10 years of experience in commercial, customer-facing roles such as Strategic Account Management, Account Executive, and/or Renewals Manager, with a proven history of achieving and exceeding commercial targets.

• Established track record of owning and finalizing complex commercial renewals/expansions for strategic accounts within a consumption-based company.

• Experience in structuring multi-year, multi-product commercial agreements and effectively navigating procurement, legal, and finance processes to secure them.

• Strong forecasting discipline coupled with the commercial acumen to discern when a forecast is realistic and when it warrants scrutiny.

• Comfortable in an AI-driven environment, leveraging AI tools for account research, scenario modeling, and negotiation preparation, and eager to expand this practice in our context.

🏝️ Benefits

• Medical, dental, and vision benefits.

• Annual wellness stipend.

• Mental health support services.

• Life, Short-Term Disability, and Long-Term Disability Income Insurance Plans.

• Unlimited Paid Time Off (PTO).

• Generous parental leave policy.

• Flexible work schedule.

• 12 paid holidays recognized by the company in the US.

• Quarterly stipend for personal productivity enhancement.

• One-time stipend for upgrading home office equipment.

• 401(k) retirement plan with company matching contributions.

• Tax savings programs.

• Stipend for learning and education.

• Opportunities to participate in talks and conferences.

• Access to Employee Resource Groups.

• Workshops and sessions focused on AI enablement.