At Airtable, we are passionate about how our product democratizes software creation and empowers anyone to “create anything.” Just like Lego blocks, what our customers can build with Airtable is extremely expansive, and as such, our addressable market is essentially limitless. The demand for our product has outpaced the capacity of our Sales team, and we need to grow accordingly.
Like when building Legos, the key to success is building a solid foundation. At the foundation of Airtable’s success is the people. Culture is the bedrock of everything that we do here. We seek exceptional talent who is passionate about the work that they do and has the capacity to achieve their goals while uplifting and inspiring others along the way. 100,000+ organizations utilize (and love!) our product. Our success is tied to each customer realizing the value of Airtable in unique ways and their business objectives.
Realizing that value can happen in many different ways and at different moments depending on the customer. The renewal serves as an important milestone for us to help each of our customers plan for the future in a specific way that will allow them to unlock the maximum potential of our product. To lead these efforts, we are looking for a world-class Renewal Manager. We're looking for someone excited to pitch the vision of Airtable, implement creative solutions and negotiation tactics that mitigate churn, and identify new and strategic opportunities at renewal time that drive expansion. As a Renewal Manager on our Sales team, you will be the architect of these conversations, and will collaborate with multiple internal stakeholders (Account Executives, Customer Success Managers, Deal Desk, etc.) to help to ensure that our customers realize value, and are set up for longterm, sustained success with Airtable.
What you'll do
- You will own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships
- You will be a primary stakeholder (along with XFN partners) in building the foundational processes and playbooks for this new role
- You will actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
- You will maintain and report an accurate rolling 90-day forecast of renewals in your territory
- You will negotiate and execute renewal contracts (in partnership with legal) that align to customer goals
- You will discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
- Develop playbook for renewal engagement maximizing revenue retention
- Collaborate with your cross-functional partners in the office for three days a week.
Who you are
- 3+ years of quota-carrying Sales / Customer Success / Account Management experience, preferably within an Enterprise SaaS organization
- Strong negotiation skills and demonstrated capability closing large, complex contracts
- Strong collaboration skills and successful experiences working with internal XFN partners (Rev Ops, Biz Tech) as well as customer facing counterparts (Sales & Success)
- Ability and eagerness to grow business in a strategic manner, i.e. creating new processes and initiatives
- Approaches work with empathy, craftsmanship, and a growth mindset - you are a self motivated and proactive team player
- Solid understanding of Enterprise SaaS applications and collaboration technology
- Consistent track record of achieving personal and team goals
- History of thriving in a rapidly changing environment
Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances.
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VEVRAA-Federal ContractorIf you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Formand let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience.Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation.To learn more about our comprehensive benefit offerings, please check outLife at Airtable.For work locations in the San Francisco Bay Area, Los Angeles, and New York, the on-target earnings range for this role is:€93.200—€126.200 EURFor all other work locations (including remote), the on-target earnings range for this role is:€93.200—€126.200 EURPlease see our Privacy Notice for details regarding Airtable’s collection and use of personal information relating to the application and recruitment process by clicking here.
