Original listing text, shown exactly as published by the company.
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.
You’ll Love This Role If You
- See a renewal as a commercial deal to be won, not a transaction to be processed, and you’ve carried a number against one.
- Are at your best in a hard negotiation: a competing offer on the table, a budget freeze, a procurement team pushing for a cut. You hold value without losing the relationship.
- Deep understanding of consumption-based revenue. You understand how usage, pacing, and commitment structures drive a renewal, and you can forecast and negotiate around all of it.
- Want to operate as a strategic partner to customer executives, and you’re comfortable being the most commercially fluent person in the room.
It’s Important to Us That You Have
- 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.
It Would Be Great If You Had
- 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.
