Senior Strategic Renewals Manager
Own end-to-end renewal negotiations and forecasting for strategic, high-value accounts in a consumption-based model. Lead commercial conversations with executives and structure multi-year usage-based agreements while identifying expansion opportunities.
About the job
What You’ll Do
- Own renewal negotiations end-to-end for a book of strategic, high-value accounts, leading commercial conversations directly with customer executives, procurement, and finance.
- Forecast renewals in a consumption-based model by translating usage, pacing, and adoption trends into a defensible commercial projection, and hold the line when a customer’s self-reported forecast doesn’t match the data.
- Build and negotiate pricing and packaging for usage-based agreements (committed-use, credit tiers, discount structures), structuring multi-year commitments that protect ARR and capture growth.
- Identify expansion opportunities during the renewal motion by using usage, adoption, and customer goals to surface growth potential, then partner with the Account Executive to help shape the expansion strategy.
- Quarterback cross-functional deal strategy across CS, Sales, Finance, RevOps, and Legal - aligning the internal team on a single commercial plan and clear next steps for each account.
- Get ahead of churn and contraction risk with a clear point of view on value realization; lead the save and turnaround plays when an account is at risk.
- Help shape the renewals motion as the function scales turning what works into a repeatable commercial motion, with the runway to lead a growing renewals team over time.
Requirements
- 10+ years in commercial, customer-facing roles such as Strategic Account Management, Account Executive, and/or Renewals Manager, with a track record of carrying and hitting commercial targets.
- Demonstrated track record owning and closing complex commercial renewals/expansions for strategic accounts at a consumption-based company.
- A track record structuring multi-year, multi-product commercial agreements and navigating procurement, legal, and finance to close them.
- Strong forecasting discipline and the commercial judgment to know when a forecast is real and when it needs to be challenged.
- Comfort working AI-first, you already use AI tools to research accounts, model scenarios, and prep negotiations, and you’d expect to do more of that here.
Nice-to-Haves
- Experience at a consumption-based company, AI, data, infrastructure, cloud, or communications.
- Exposure to a technical or developer-focused customer base.
- A point of view on how renewals should work in an AI-native company, and ideas for how to build it here.
Benefits & Perks
- Medical, dental, vision benefits
- Annual wellness stipend
- Mental health support
- Life, STD, LTD Income Insurance Plans
- Unlimited PTO
- Generous paid parental leave
- Flexible schedule
- 12 Paid US company holidays
- Quarterly personal productivity stipend
- One-time stipend for home office upgrades
- 401(k) plan with company match
- Tax Savings Programs
- Learning / Education stipend
- Participation in talks and conferences
- Employee Resource Groups
- AI enablement workshops / sessions
Skills
Strategic Account Management, Renewals Management, Account Executive, Consumption-Based Revenue, Forecasting, Pricing & Packaging, Multi-Year Agreements, Procurement Negotiation, Deal Structuring, Cross-Functional Collaboration
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