USAHead of Sales, Renewals
4 дн. назад
USAHead
account managementrenewalsnegotiationsales strategycustomer relationship management
Lead and manage the renewals and expansion of existing customer accounts to retain and grow recurring revenue.
Обязанности
- Own ARR retention, renewals, and expansion across a portfolio of customers, with accountability for renewal rate, usage commitments, and overall account growth.
- Build and execute a proactive renewal strategy , identifying risk and opportunity early and driving clear action plans well ahead of renewal dates.
- Lead complex renewal and expansion conversations, including commercial negotiations, pricing, usage commitments, and contract structure .
- Partner with customers to understand their business priorities, product adoption, and usage trends, translating those insights into strategies that protect and grow recurring revenue .
- Drive expansion within existing customers by increasing adoption of products, including Maps, Search, Navigation, Movement, and Atlas.
- Develop strong, multi-threaded relationships across customer organizations, including Product, Engineering, Procurement, Finance, and executive stakeholders.
- Run weekly renewal and deal inspection, forecast reviews, and account planning to maintain strong visibility into renewal health, risk, expansion opportunities, and expected outcomes .
- Maintain a highly accurate renewal forecast and improve SFDC accuracy and operational discipline across the team.
- Establish clear processes for identifying and addressing renewal risk, usage trends, competitive threats, and customer health signals .
- Hire, coach, and develop Account Managers, creating a team culture centered on customer value, commercial ownership, accountability, and proactive renewal management.
- Partner closely with Customer Success, Solutions Architecture, TPM, Finance, Legal, and Product to remove blockers, improve customer outcomes, and drive successful renewals.
- Bring customer and market insights back to Product, helping influence priorities based on adoption patterns, customer needs, and barriers to expansion.
- Lead commercial modeling and pricing discussions alongside the team, balancing customer value, long-term partnership, and growth.
Другое
- is the leading real-time location platform for a new generation of location-aware businesses. is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen because of the platform’s flexibility, security and privacy compliance. Organizations use applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers.
- 8+ years of experience leading Account Management, Renewals, Customer Growth, or enterprise sales teams responsible for retaining and growing recurring revenue.
- Proven track record of delivering strong gross retention, net retention, renewal, and expansion results within a complex enterprise software environment.
- Experience managing large, strategic enterprise renewals , including complex pricing, procurement, negotiation, and contract discussions.
- Strong understanding of usage-based or consumption-based business models , including how product adoption and usage trends influence renewal and expansion outcomes.
- Demonstrated ability to identify renewal risk early and build strategies that improve retention and customer outcomes.
- Strong commercial instincts with the ability to uncover expansion opportunities and grow existing customer relationships.
- Experience building multi-threaded relationships across Product, Engineering, Procurement, Finance, and executive stakeholders.
- Strong forecasting and operational discipline, with experience managing renewal pipelines and driving accuracy within Salesforce.
- Experience coaching teams on renewal strategy, negotiation, account planning, executive engagement, and expansion .
- Strong background in location technology, developer platforms, cloud infrastructure, or adjacent technical fields is preferred.
- Clear communicator who raises team performance through coaching, accountability, and consistent execution.
- Comfortable operating in a fast-moving environment where priorities, customer needs, and product capabilities continue to evolve.
- Curious, adaptable, and energized by 's complexity. You understand that modern account management goes beyond managing relationships—it's about demonstrating value, driving adoption, protecting revenue, and creating sustainable customer growth .
- In addition to our core values , which are not unique to this position and are necessary for leaders:
- We value high-performing creative individuals who dig into problems and opportunities.
- We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people.
- We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company.
- We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply.
- Hybrid/Remote Options: Enjoy flexibility to work comfortably from home or periodically from an office where applicable.
- Comprehensive Healthcare: Private medical coverage for you and your dependents.
- Family-First Support: Generous maternity and paternity leave policies to support your growing family.
- Fertility & Family Building: Inclusive fertility support. Grow your family on your terms.
- Lifestyle Spending Account: Contributions to support your health, wellness, and personal growth.
- Balance & Brainpower: Mental health support for you and your dependents.
- Rest & Recharge: Flexible paid time away, company holidays, and generous absence policies.
- Time Off to Give Back: Dedicated paid volunteering time in addition to your standard PTO.
- Invest & Grow: Retirement plans with competitive matching.
- Our annual on target compensation for this role ranges from $357,000 - $483,000. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. Please discuss your specific work location with your recruiter for more information.
- By applying for this position, you acknowledge that you agree to the Privacy Policy which is linked here.
- participates in E-Verify to confirm employee work authorization. Please refer to the Notice of E-Verify Participation and Right to Work posters for more information.
- We are committed to a fair and equitable hiring process. We do not discriminate against any protected class.
- #LI-Remote