Director of Renewals

Abnormal Security Corp.; United States; On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Healthcare

Flexible PTO

401k

One Medical

Flexible Spending Account

Mental Health Resources

Home Office Stipend

Monthly Internet & Phone Stipend

Health and Wellness Stipend

Job summary

Abnormal AI in the United States is seeking a Director of Renewals to own strategy, performance, and operating model for our global renewals function. Reporting to the VP of Customer Success, you will lead the renewals organization and own revenue retention across Abnormal’s multi-product security platform.

You will build the renewals engine to scale retention and expansion, set standards for renewals/expansion, and drive measurable retention outcomes.

Qualifications

• 10+ years of renewals/post-sales/account management in B2B SaaS.
• Proven track record owning gross retention and renewal bookings at scale.
• Strategic thinker able to design motion, segmentation, and playbooks.
• Executive presence to influence C-level peers and large negotiations.
• Experience building or maturing a renewals function with tooling.

Responsibilities

• Own renewals strategy, motion, segmentation, playbooks, and systems.
• Lead, mentor, and develop Renewal Managers/Specialists with clear KPIs.
• Manage end-to-end renewal lifecycle: engage, negotiate, secure commitments.
• Collaborate with CS, Sales, Ops, Finance to ensure contract execution.
• Drive data-driven renewal processes, monitor metrics, and report outcomes.
• Identify expansion opportunities during renewal engagements and align motions.
• Develop forecasting models for renewal bookings, churn, and ARR (NARR).
• Handle escalations and support large-scale renewals as needed.

Skills

Renewals leadership

Forecasting & retention analytics

Cross-functional collaboration

Contract negotiation

SaaS renewal strategy

Team mentoring

Executive presence

Process improvement

AI/automation in renewals

Tools

Salesforce

Gainsight

Job description

• Abnormal AI is looking for a Director of Renewals to own the strategy, performance, and operating model for our global renewals function
• Reporting to the VP of Customer Success, you will lead the renewals organization and own revenue retention across Abnormal’s multi-product behavioral security platform
• You will build the renewals engine that makes retention and cross-product expansion predictable at scale, set the standard for how Abnormal renews and expands its customers, and turn customer obsession into measurable retention outcomes
• Own Abnormal’s renewals strategy and operating model end to end: define the renewal motion, the segmentation approach, the playbooks, and the systems that enable the function to scale ahead with company growth
• Lead, mentor, and develop a high-performing team of Renewal Managers/Specialists, setting clear goals and KPIs for renewal bookings, gross renewal retention, Upsell, and forecast accuracy
• Manage and improve the full renewal lifecycle: engage early, negotiate terms, secure commitments, and collaborate with cross-functional teams (Customer Success, Sales, Ops, Finance) to ensure contract execution
• Drive a data-driven renewal process: monitor pipeline health, identify at‑risk accounts, implement preservation strategies, and report on renewal metrics (retention rates, forecast variance, etc.)
• Partner with Customer Success and Sales to identify expansion opportunities during renewal engagements and align on a joint renewal-and-expand motion
• Develop and mature forecasting models for renewal bookings, churn, and NARR, presenting updates to senior leadership and driving improvements in predictability
• Manage escalations and high-visibility renewal situations; support Renewal Managers/Specialists in complex negotiations or large-scale renewals
• Stay current with SaaS licensing, pricing models, contract terms, and market trends in the email security / cybersecurity industry to ensure competitiveness and contract health

Benefits

• Healthcare
• Flexible PTO
• 401k
• One Medical
• Flexible Spending Account
• Mental Health Resources
• Home Office Stipend
• Monthly Internet & Phone Stipend
• Health and Wellness Stipend

10+ years of experience in renewals, post-sales, or account management within a B2B SaaS environment; preferably with 4+ years managing direct reportsProven track of owning gross retention as a top‑line commitment at scale, with demonstrable improvement in retention and forecast accuracy across a full functionStrategic thinker who can improve and scale processes in a dynamic, high‑growth environmentExecutive presence and influence: able to shape strategy with C‑level internal peers and lead the highest‑stakes customer negotiationsExperience building or substantially maturing a renewals function: motion design, segmentation, playbooks, tooling, and the operating cadence behind themExperience building and operationalizing AI tools to improve renewals and post sales processesStrong communication and leadership skills with the ability to develop, motivate and retain a teamStrong quantitative and operational judgement: fluent in the forecasting models, retention economics, and systems (Salesforce, Gainsight) that run a modern renewals orgExposure to international renewal / multi‑regional contract managementExperience working in a high‑volume renewal environment or managing large renewal booksExperience in email security, cybersecurity, or other highly regulated SaaS industries