Remote Renewals Director: Revenue Retention & Expansion

Abnormal; United States; Remote; USD 211,000 - 248,000; Full time

Job summary

Abnormal is seeking a Director of Renewals to own strategy and operating model for global renewals across our multi-product behavioral security platform. You will lead the renewals organization, drive retention, and enable cross-product expansion at scale, reporting to the VP of Customer Success.

You will define renewal motions, lead a high-performing team of Renewal Managers, manage the full lifecycle, collaborate cross-functionally, and build forecasting models to predict renewals, churn, and

Qualifications

• 10+ years in renewals, post-sales, or account management within a B2B SaaS environment.
• Proven track of owning gross retention at scale, with demonstrable improvement in retention and forecast accuracy.
• Experience building or maturing a renewals function: motion design, segmentation, playbooks, tooling, and cadence.
• Executive presence to influence C-level peers and lead high-stakes negotiations.
• Strong quantitative and operational judgment with forecasting models and retention economics; familiar with Salesforce and Gainsight.
• Experience building and operationalizing AI tools to improve renewals and post-sales processes.

Responsibilities

• Own the company'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.

Skills

Renewals leadership

Forecasting

Executive presence

Cross-functional collaboration

Team management

Data-driven decisions

Tools

Salesforce

Gainsight

AI tooling

Job description

Abnormal is seeking a Director of Renewals to own strategy and operating model for global renewals across our multi-product behavioral security platform. You will lead the renewals organization, drive retention, and enable cross-product expansion at scale, reporting to the VP of Customer Success.

You will define renewal motions, lead a high-performing team of Renewal Managers, manage the full lifecycle, collaborate cross-functionally, and build forecasting models to predict renewals, churn, and