Director, Sales Renewal

LE001 Automation Anywhere, Inc; San Jose (CA); Hybrid; USD 220,000 - 250,000; Full time

Benefits offered by this job

Flexible work schedule / remote roles

Unlimited Personal Time Off

12 holidays off per year

4 days volunteer time off per year

4 company achievement days off per año

Health care benefits

Job summary

Automation Anywhere is seeking a commercially savvy Director of Sales Renewals to scale a world-class renewals organization. Hybrid role with onsite days in San Jose, CA, reporting to the VP, Customer Retention.

You will own renewal performance, lead a team, and build strategies across enterprise accounts to drive expansion and reduce churn. You will collaborate across Sales, Customer Success, Finance, Legal, Deal Desk, RevOps, and Product, leveraging analytics and AI where applicable to

Qualifications

• 8+ years of B2B SaaS sales, renewals, account management, customer success, or retention roles with ownership of enterprise renewals.
• 3+ years of people leadership, ideally leading renewal, retention, account management, or commercial teams.
• Proven ownership of recurring revenue metrics (GRR, NRR, renewal rate, churn, forecast accuracy, expansion).
• Experience with complex enterprise negotiations, pricing, contract structures, procurement, and executive-level conversations.

Responsibilities

• Own renewal performance for the assigned business, including renewal bookings, gross retention, net retention, on-time renewals, forecast accuracy, and pipeline health.
• Lead, coach, and develop a team of renewal professionals; establish clear performance standards and rhythms.
• Build renewal strategies for enterprise and strategic accounts, including early risk identification, save plans, pricing, multi-year [agreements], and executive escalation.
• Create a disciplined renewal motion (120/90/60/30 days) to improve predictability.
• Partner with Account Executives and Customer Success to connect customer outcomes and adoption to renewal strategy.
• Identify expansion, cross-sell, and upsell opportunities during renewal cycle and route to the appropriate sales motion.
• Drive accurate weekly and quarterly forecasting; communicate risk, upside, blockers, and required actions.
• Lead complex negotiations involving pricing, terms, procurement, Legal, Finance, and executives while protecting relationships.
• Use customer health signals and product usage to identify churn risk early and trigger interventions.
• Standardize playbooks, segmentation, dashboards, tooling, and automation to scale renewals.
• Surface churn themes to Product/Sales/CS/Leadership to address root causes.
• Build a culture balancing customer advocacy with commercial rigor, urgency, and accountability.

Skills

SaaS Sales

People Leadership

Recurring Revenue Metrics

Enterprise Negotiations

Salesforce

Cross-functional Collaboration

Forecasting & Playbooks

Revenue Intelligence Tools

Tools

Revenue Intelligence Tools

Job description

About Us: Automation Anywhere is the leader in Agentic Process Automation (APA), transforming how work gets done with AI-powered automation. Its APA system, built on the industry’s first Process Reasoning Engine (PRE) and specialized AI agents, combines process discovery, RPA, end-to-end orchestration, document processing, and analytics—all delivered with enterprise-grade security and governance. Guided by its vision to fuel the future of work, Automation Anywhere helps organizations worldwide boost productivity, accelerate growth, and unleash human potential.

Our opportunity: At Automation Anywhere, the leader in Agentic Process Automation (APA), we’re helping organizations redefine the future of work through intelligent automation that drives measurable business outcomes. As we continue to accelerate growth, we’re seeking a commercially savvy Director of Sales Renewals to build and scale a world‑class renewals organization. This is far more than a revenue protection role. You’ll transform the renewal experience into a strategic growth engine by strengthening executive partnerships, increasing customer value, and uncovering expansion opportunities across our global customer base. Operating at the center of Sales, Customer Success, Finance, Legal, Deal Desk, RevOps, and Product, you’ll be a highly visible leader with significant influence across our go‑to‑market organization.

Reporting

This role will report to the VP, Customer Retention.

Location

Hybrid role with regular onsite workdays in our San Jose, CA office required.

Your Responsibilities

• Owning renewal performance for the assigned business, including renewal bookings, gross retention, net retention, on-time renewals, forecast accuracy, and pipeline health
• Leading, coaching, and developing a team of renewal professionals; establish clear performance standards, operating rhythms, inspection cadences, and accountability
• Building renewal strategies for enterprise and strategic accounts, including early risk identification, save plans, pricing and commercial strategy, multi‑year agreements, and executive escalation
• Creating a disciplined 120/90/60/30-day renewal motion that improves predictability and reduces last-minute commercial risk
• Partnering tightly with Account Executives and Customer Success to connect customer outcomes, adoption, realized value, and executive sponsorship to the renewal strategy
• Identifying expansion, cross-sell, and upsell opportunities during the renewal cycle and route them into the appropriate sales motion
• Driving accurate weekly and quarterly forecasting, clearly communicating risk, upside, blockers, and required executive actions
• Leading complex negotiations involving pricing, terms, procurement, Legal, Finance, and executive stakeholders while protecting long‑term customer relationships and commercial value
• Using customer health, product adoption, support signals, usage, engagement, and commercial data to identify churn risk early and trigger proactive interventions
• Standardizing playbooks, segmentation, dashboards, tooling, and automation to make the renewal organization more scalable and productive
• Surfacing recurring churn and friction themes back to Product, Sales, Customer Success, and leadership so the company can address root causes—not just individual renewals
• Building a culture that balances customer advocacy with commercial rigor, urgency, accountability, and a strong bias for action

Success Looks Like

• Improved GRR and NRR with a measurable reduction in preventable churn
• High on‑time renewal rate and materially fewer end‑of‑quarter surprises
• Forecast accuracy leadership can trust
• Renewal risk identified early enough to change the outcome
• Stronger multi‑year renewal and expansion performance
• A consistent, scalable operating model across the renewals team
• A high‑performing team with clear goals, strong coaching, and disciplined execution

You’ll Be a Great Fit If You Have

• 8+ years of B2B SaaS sales, renewals, account management, customer success, or retention experience, with meaningful ownership of enterprise renewals
• 3+ years of people leadership experience, ideally leading renewal, retention, account management, or commercial teams
• Demonstrated ownership of recurring revenue metrics such as GRR, NRR, renewal rate, churn, forecast accuracy, and expansion
• Experience with complex enterprise negotiations, pricing, contract structures, procurement, and executive‑level customer conversations
• Strong SaaS financial and commercial acumen; comfortable operating against a number and managing a material ARR portfolio
• Proven ability to partner across Sales, Customer Success, Finance, Legal, Deal Desk, RevOps, Product, and executive leadership
• Strong operational discipline and experience building playbooks, segmentation, dashboards, forecast cadences, and scalable processes
• Fluency with Salesforce and customer success / revenue intelligence tools; experience using automation or AI to improve workflow and risk detection is a plus
• Executive presence, clear communication, resilience, and the ability to lead calmly through escalations and high‑stakes negotiations
• Experience in enterprise software, AI, automation, cybersecurity, data/cloud, or another complex recurring‑revenue technology environment strongly preferred

Key Competencies

• Executive presence and relationship‑building skills
• Exceptional cross‑functional collaboration and influence
• Strong negotiation and conflict‑resolution capabilities
• Proven people leadership, coaching, and talent development
• Resilience, adaptability, and calm decision‑making under pressure

Salary

The salary range or on‑target earnings (base salary + on‑target incentives) for this position is $220,000 - $250,000 a year. The salary ultimately offered is determined through a review of education, industry experience, training, knowledge, skills, and abilities of the applicant in alignment with market data and other factors. This position is also eligible for equity and a full range of medical and other benefits.

Benefits and Perks You’ll Appreciate

• Flexible work schedule / remote roles
• Unlimited Personal Time Off
• 12 holidays off per year
• 4 days volunteer time off per year
• Eligible for 4 company achievement days off per year
• Variety of health care and well‑being benefits
• Paid family/parental leave

Best Place to Work

We are a designated "Best Place to Work" for 2 years in a row! Learn more here. "Newsweek’s Top 100 Most Loved Workplaces in America 2023 - Learn more here."

Equal Opportunity

Automation Anywhere is an affirmative action and equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email [e-mail]. At this time, we typically do not offer visa sponsorship for this position. Candidates should generally be authorized to work in the United States without the need for current or future sponsorship. All unsolicited resumes submitted to any @automationanywhere.com email address, whether submitted by an individual or by an agency, will not be eligible for an agency fee.

Automation Anywhere is the leader in Agentic Process Automation (APA), transforming how work gets done with AI‑powered automation. Its APA system, built on the industry’s first Process Reasoning Engine (PRE) and specialized AI agents, combines process discovery, RPA, end‑to‑end orchestration, document processing, and analytics—all delivered with enterprise‑grade security and governance. Guided by its vision to fuel the future of work, Automation Anywhere helps organizations worldwide boost productivity, accelerate growth, and unleash human potential.