Senior Strategic Renewals Manager

USA | Remote

Remote

Senior

Full Time

2 days ago

💰$ 160,000 - $ 230,000

strategicrenewalsconsumption-basedAI-firstcustomer-facingcommercialnegotiationforecasting

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.

•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.

•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.