Airtable Renewals Associate at Airtable responsible for leading renewals process and driving contract retention and expansion. Collaborate with internal teams and engage key decision-makers.
Responsibilities
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
Qualification
Approaches work with empathy
Required
2+ years of quota-carrying Post-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
