Description

The Renewals Director is a lead role in the Customer Success and Growth organization at Salesforce. The Renewals Director is responsible for leading renewal professionals dedicated to protecting and growing revenues in their designated territory. The Director is responsible for leading the vision and strategy for their team's activities — including identifying and forecasting attrition risk, designing and executing renewals strategy in territory, and working with leaders in Sales and Customer Success. Directors are responsible for ensuring their team and customers are set up for success while maximizing financial results for Salesforce.

Responsibilities:

• Lead one or multiple teams of dedicated renewals professionals and develop strong alignment with key stakeholders at the executive level to influence policy/process, identify gaps, and proactively address them
• Support direct reports by participating in and leading client meetings, engaging corporate resources as required, and providing ongoing mentoring and development
• Serve as a trusted advisor to Sales and Customer Success leadership in territory; build a monthly meeting cadence with Sales and CS leadership
• Drive forecasting excellence through weekly forecast meetings with the team and develop and educate on best practices across the team
• Maximize account growth by ensuring the team plays an active role on extended account teams and identifies incremental opportunities upon contract renewal
• Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust
• Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc.) to develop comprehensive 'win' strategies
• Ensure the team effectively identifies customer requirements, uncovers roadblocks, and demonstrates strong account management and commercial capabilities to drive renewal events to on-time closure
• Provide executive management with complete visibility to renewals, solicit executive involvement as required, and take the lead in developing resolution strategies
• Accurately maintain and forecast a rolling 120-day forecast of renewals in territory
• Ensure the team achieves financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue via up-sells, cross-sells, and add-ons

Required Skills/Experience:

• 10+ years of demonstrated success in Sales, Renewals, Operations, or Account Management with a strong focus on negotiating contracts
• Previous experience leading, developing, and mentoring a team
• Proven track record of overachievement of quota and KPIs; strong organizational, operational, and analytical skills
• Exceptional negotiation skills including value-based contract negotiations at the CXO level; ability to mentor and coach these skills to your team
• Excellent financial acumen, process, and policy management skills
• Strong customer management skills with a strategic mindset to enable persuasive conversations with customers
• Ability to manage, analyze, and track data for a sophisticated and complex renewal cycle
• Ability to work in a fast-paced, rapidly changing environment; must be able to travel 3-5 times a year for team meetings
• Experience with Salesforce.com required
• Bachelor's Degree

Desired Skills/Experience:

• Knowledge of Salesforce/MuleSoft product and platform features, capabilities, and best use
• Experience negotiating complex multi-year services contracts
• Experience with an enterprise CRM or customer service applications

Leadership Qualities:

• Passion: Passionate about Customer Success
• Beginner's Mind: Always learning; approaches each interaction with an open mind, great listener, and hands-on
• Thought Leader: Strong point of view and executive presence; confident but not arrogant, great storyteller
• Urgency: Ability to move fast and drive business value and results
• Ohana: Embodies Aloha culture — a team player that everyone enjoys working with, with a generous heart
• Trust: Trusts the company's core values
• Adaptable: Excels in a dynamic, ever-changing environment

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.