Description
Salesforce is seeking a strategic, execution-focused, and inspirational leader to serve as Regional Vice President, SMB Renewals, leading our AMER, LATAM, and EMEA SMB Renewal organization. This second-line leadership role reports to the SVP, Renewals and is a senior position within the global Renewals organization.
This leader will be responsible for driving renewal rate performance, NNAOV growth, customer retention, and operational excellence across a highly matrixed, global environment. The RVP will lead a team of frontline leaders and renewal managers, ensuring consistent execution of our renewal strategy while strengthening alignment with Sales, Sales Strategy, Customer Success, and Finance.
The ideal candidate combines strong people leadership, negotiation acumen, analytical rigor, and operational discipline, with the ability to translate global strategy into regional execution at scale.
Responsibilities
Regional SMB Renewal Strategy & Execution
Set and execute the renewal strategy across AMER, LATAM, and EMEA SMB segments to deliver retention, growth, and NNAOV targets aligned to corporate objectives.
Second-Line Leadership & Talent Development
Lead, coach, and develop a team of frontline renewal leaders. Build a high-performance culture grounded in accountability, inclusion, continuous improvement, and Salesforce core values.
Forecasting & Operational Rigor
Own regional renewal forecasting accuracy and operating cadence (weekly, monthly, quarterly). Drive disciplined pipeline inspection, risk mitigation strategies, and performance management to ensure predictable results.
Complex Negotiations & Deal Strategy
Provide executive-level support on strategic, high-risk, or complex renewal negotiations. Elevate negotiation capability across the organization and ensure disciplined commercial execution.
Data-Driven Performance Management
Leverage CRM Analytics, dashboards, and operational insights to identify trends, risk signals, and growth opportunities. Translate data into actionable strategies that improve renewal rates, reduce attrition, and expand customer value.
Cross-Functional Alignment
Partner closely with Sales, Sales Strategy, Customer Success, Finance, and Marketing to ensure tight alignment on account planning, territory design, pricing strategy, and customer lifecycle management.
Global Consistency with Regional Agility
Ensure global program consistency while adapting execution to regional market dynamics across AMER, LATAM, and EMEA.
Required Experience & Skills
Leadership Experience
8-12+ years of experience in SaaS sales, renewals, customer success, or revenue leadership, with demonstrated second-line leadership experience leading managers across multiple regions.
Renewals & Revenue Expertise
Proven track record of delivering against retention, expansion, and revenue targets in a recurring revenue model. Strong understanding of renewal motions, customer lifecycle management, and subscription economics.
Negotiation Strength
Executive-level negotiation experience managing complex commercial discussions and escalations, with the ability to coach others on value-based negotiation strategies.
Analytical Rigor
Highly analytical with strong forecasting discipline. Proficiency in Salesforce reporting and CRM Analytics; ability to synthesize data into executive-ready insights.
Operational Excellence
Demonstrated success building scalable processes, driving operating cadence, and leading through structured inspection rhythms.
Matrixed Influence
Proven ability to influence cross-functional stakeholders and operate effectively in a global, highly matrixed organization.
Executive Presence & Communication
Strong executive communication skills with the ability to align regional teams and influence senior stakeholders.
Culture Leadership
Champion of Salesforce’s core values. Committed to building inclusive, diverse, and high-performing teams while fostering a culture of transparency, accountability, and growth.
Education
Degree or equivalent relevant experience required. Experience will be evaluated based on the Values & Behaviors for the role (e.g., extracurricular leadership roles, military experience, volunteer roles, work experience, etc.).