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As a Renewal Specialist focused on Private Commercial Enterprise, you will be responsible for the end-to-end renewals process, ensuring contracts are closed on time and contributing to overall customer satisfaction and retention. Your primary metric will be achieving on-time renewals, with additional incentives tied to identifying and driving customer expansion opportunities. Working within a highly collaborative sales pod, you’ll partner closely with Account Executives, Solutions Engineers, Customer Success Managers, Field Marketing, Sales Operations, and Legal to deliver exceptional results!
This role will report to a leader in the Account Management and Retention organization with a dotted line to the Sales Manager in the Commercial Enterprise organization.
Responsibilities- Renewal Ownership: Lead and conduct the renewal process for public sector customers, ensuring timely contract closure and improving revenue retention.
- Customer Expansion: Proactively find opportunities for customer growth and collaborate with the account team to drive incremental expansion during renewal cycles.
- Collaborative Sales Approach: Partner with internal stakeholders such as Account Executives, Customer Success Managers, and Legal to develop and complete comprehensive renewal strategies tailored to each account.
- Forecasting and Pipeline Management: Accurately manage a rolling 120-day renewal forecast and ensure any risks are proactively addressed and resolved.
- Operational Excellence: Leverage sales opportunity management tools like Salesforce and Clari to manage data quality, track progress, and meet internal KPIs.
- Market Intelligence: Use enrichment and prospecting tools such as ZoomInfo to gather insights that inform renewal and expansion strategies.
- Customer Engagement: Build strong customer relationships by engaging in strategic conversations, addressing objections, and demonstrating the value of solutions tailored to their needs.
- Sales Pod Contribution: Work within a team-oriented sales pod, contributing to overall success by fostering alignment and accountability across all roles.
- Track Performance: Consistently meet or exceed renewal goals and demonstrate a proven ability to deliver against individual and team metrics.
- Renewal Expertise: 3+ years of experience in renewal or retention roles within the software/SaaS industry.
- Sector Familiarity: Preferably experience working with customers in private commercial and enterprise as well as engaging marketing or DevOps teams.
- Sales Tools Proficiency: Hands-on experience with tools such as Salesforce, Clari, and ZoomInfo to manage opportunities and inform strategies.
- Track Record: Demonstrated ability to meet or exceed renewal and revenue retention plans.
- Negotiation Skills: Strong skills in handling negotiations and addressing customer objections to drive value-based outcomes.
- Analytical and Critical Thinking: Ability to assess customer needs, identify potential roadblocks, and craft solutions that support on-time renewals and expansions.
- Team Collaboration: Proven success working in a collaborative environment, partnering with cross-functional teams to achieve shared goals.
- Adaptability: Capability to adjust in response to shifting priorities and organizational changes.
This is a full-time salaried position with a competitive benefits package, including bonus opportunities and unlimited vacation/FTO. Salary is commensurate with experience. The role is being offered as a remote role, with the option to use our office in Arlington, VA. Please submit your cover letter and resume for immediate consideration.
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We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
