Renewal Manager

Asana; United States; Hybrid; USD 99.000 - 126.000; Vollzeit

Zusammenfassung

Asana’s Renewals team oversees client renewals, renews licenses, discovers growth opportunities, and mitigates churn. The role requires understanding customer needs, building relationships, sharp negotiation, and staying current on pricing and packaging.

This role can be fully remote depending on the US state you live in or based in Chicago with an office-centric hybrid schedule. In-office days are Mon, Tue, and Thu; most Asanas have the option to work from home on Wednesdays, with Fridays

Qualifikationen

• 3–5 years in renewals or renewal sales with quota achievement.
• SaaS industry experience is a plus.
• Strong negotiation and account management skills.

Aufgaben

• Negotiate all facets of contract renewals using commercial judgment.
• Identify customer needs and drive on-time renewal closure.
• Engage decision makers to uncover requirements, budget, stakeholders, and roadblocks.
• Develop win/win negotiation strategies to maximise contract value while maintaining customer relationships.
• Maintain and report a rolling 150-day forecast and analyze renewal data for trends.
• Document renewal steps in SFDC/Clari per Renewal Guidelines.
• Manage quote-to-close processes for renewals in assigned territory with strategic pricing.
• Defend against competitive pressures and articulate differentiating factors.
• Collaborate with cross-functional teams (Deal Desk, Sales Ops, Legal, Finance, CS, Sales Mgmt) to ensure customer value.
• Contribute to efficient renewal processes and resolve inefficiencies.

Kenntnisse

Renewals experience

Account management

Negotiation

Forecasting

Tools

Quoting systems

Contracting tools

Subscription management systems

Jobbeschreibung

The Renewals team plays a crucial role in the company's success by collaborating with both customers and multiple cross functional teams. As a Renewals team member, your main responsibility is to oversee client renewals, renew existing licenses, discover growth opportunities, identify/mitigate risk and ensure high customer satisfaction to minimize churn. This role involves understanding customer needs, building strong relationships, having strong negotiation skills and staying current on the company’s pricing and packaging.

This role can either be fully remote depending on which US state you live in, or based in our Chicago with an office-centric hybrid schedule. If based in-office: The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What you’ll achieve:

• Negotiate all facets of contract renewals using commercial judgment.

• Identify customer needs and demonstrate strong account management capabilities to drive on-time renewal closure.

• Engage decision makers to identify customer requirements, budget, key stakeholders, approval processes, and uncover roadblocks.

• Develop and deliver win/win negotiation strategies that maximise contract value while protecting and enhancing the customer relationship and the value they are realising from the company

• Maintain and report an accurate rolling 150-day forecast. Analyze renewal data to identify trends.

• Document all renewal steps, in accordance with Renewal Guidelines, clearly in SFDC/Clari systems

• Manage the quote-to-close processes for all renewals within an assigned territory. Create and negotiate strategic pricing and packaging proposals.

• Effectively defend against competitive pressures and articulate the company’s differentiating factors

• Identify risk early and navigate complex customer requests by effectively partnering with cross-functional groups such as Deal Desk, Sales Operations, Legal, Finance, Customer Success, and Sales Management to ensure customers realize value out of their investment in the company.

• Contribute to the design and implementation of efficient renewal processes, identifying and resolving inefficiencies.

About you:

• At least 3-5 years Renewals Experience: A proven track record of success and quota achievement in a renewal sales or related role. SaaS experience is a plus.

• Able to work West Cost- Pacific Time Working Hours

• Customer Relationship Management: Exceptional ability to build and maintain strong customer relationships.

• Communication Skills: Excellent verbal and written communication skills. Experienced in contract negotiations, value selling, discovery, and closing. Strong presentation skills and executive presence.

• Analytical Skills: Maintain a forecast and have an analytical mindset to analyze data and identify trends.

• Problem-solving Skills: Ability to identify and resolve issues related to renewals.

• Knowledge of the company Products: Familiarity with work management and the the company platform.

• Proficiency in relevant tools: Experience with quoting systems, contracting tools, and subscription management systems.

• Understanding of ARR and Renewals: A deep understanding of these concepts.

• Approaches work with empathy and a creative, problem-solving mindset

• Thrive in a continually evolving environment while balancing a book of business and customer satisfaction.

• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making

At the company, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.

What we’ll offer

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.

For this role, the On-Target Earnings (OTE) range is $141,000 - $180,000. The total OTE includes a base salary range of $98,700 - $126,000 and performance-based sales incentive pay (based on the terms of the Sales Incentive Plan). These ranges are a guideline; actual base salary and OTE may vary based on various factors, including market and individual qualifications objectively assessed during the interview process, and the ranges for this role may be modified.

In addition, your compensation package may include additional components such as equity and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.