Manager, Renewals

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Job Category
Customer Success

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword - it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Role Overview

The Manager, Renewals is a critical leadership role responsible for maximizing revenue protection and growth within a designated territory. This individual will lead a team of 8-12 dedicated renewal professionals, serving as the key driver for achieving financial targets and fostering customer success.

The core responsibilities include:

• Day-to-day management of team activities.
• Identifying, forecasting, and mitigating attrition risk.
• Designing and executing the renewal strategy for the territory.
• Collaborating closely with leaders in Sales and Customer Success.

Core Responsibilities

Team Leadership and Development

• Lead and Mentor: Lead a team of 8-12 renewals professionals, providing ongoing mentoring and development.
• Client Engagement: Actively support direct reports by participating in and leading client meetings, leveraging other corporate resources as required.
• Best Practice Education: Develop and educate the team on renewal best practices to drive consistency and excellence.

Strategy, Forecasting, and Execution

• Renewal Strategy: Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust.
• Forecasting Excellence: Lead weekly forecast meetings to drive rigorous forecasting excellence and accuracy.
• Account Growth: Ensure the team plays an active role on the extended account team, helping to identify incremental opportunities upon contract renewal.

Internal Collaboration and Risk Management

• Trusted Advisor: Serve as a trusted advisor to Sales and Customer Success leadership, establishing a monthly meeting cadence within the territory.
• Cross-Functional Strategy: Take a lead role in collaborating with internal resources (e.g., Pricing, Product Management, Account Executives) to develop comprehensive renewal strategies.
• Executive Visibility: Provide executive management with complete visibility to renewals, clearly communicating risk, and leading the development of resolution strategies.

Operational Excellence

• Adherence to Standards: Ensure the team adheres to best practices for all internal processes, including Opportunity Management, Data Quality and accuracy, Quotations, and Forecasting.
• Target Achievement: Ensure the team achieves financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue.

Required Experience

• 10+ years of demonstrated success in a Sales, Operations, or Account Management capacity, with a strong focus on negotiating contracts.
• 2+ years of people management experience, specifically leading, developing, and mentoring a team for success.
• Proven track record of overachieving quota and key performance indicators (KPIs).

Core Competencies

• Exceptional Negotiation Skills: Demonstrated ability to lead value-based contract negotiations at the CXO level and effectively mentor a team to acquire these skills.
• Financial and Operational Acumen: Excellent financial acumen, along with strong process and policy management skills.
• Strategic Customer Management: Strong customer management and soft skills, with the ability to demonstrate a strategic mindset to enable persuasive customer conversations.
• Salesforce Value Proposition: Demonstrated ability to effectively articulate the Salesforce value proposition.
• Strong organizational, operational, and analytical skills.

Desired Skills and Experience

• Experience negotiating complex multi-year services contracts.
• Strong knowledge of the salesforce.com product and platform features, capabilities, and best use.
• Experience with an enterprise CRM or customer service application; Salesforce.com experience is required.
• Ability to manage transactions through different stages using technology.

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates' resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.