Renewals Associate New Remote - US

Airtable; United States; Remote; USD 88,000 - 115,000; Full time

Job summary

Airtable is seeking a Renewals Associate to own the renewals process, negotiate contracts, and uncover expansion opportunities across our Enterprise SaaS customer base. You will collaborate with Account Executives, Customer Success Managers, and other stakeholders to ensure customers derive value and renew on time.

You will build foundational renewal playbooks, report a rolling 90-day forecast, and target upsell/cross-sell at contract renewal to maximize revenue retention while maintaining

Qualifications

• 2+ years in quota-carrying post-sales or customer-success roles, preferably in enterprise SaaS.
• Proven negotiation skills with large, complex contracts.
• Experience collaborating with cross-functional teams (Rev Ops, Biz Tech, Sales, Success).
• Ability to develop new renewal processes and initiatives.
• Growth mindset, self-motivated and proactive team player.
• Strong understanding of enterprise SaaS and collaboration tools.
• Consistent track record of meeting personal and team goals.

Responsibilities

• Own and lead the renewals process with the account team to preserve contracts.
• Help build foundational renewal processes and playbooks.
• Engage with key decision-makers to identify requirements and unblock renewals.
• Maintain a rolling 90-day renewal forecast for your territory.
• Negotiate and execute renewal contracts with legal alignment.
• Identify upsell/cross-sell opportunities at renewal to drive growth.
• Develop renewal engagement playbooks to maximize revenue retention.

Skills

Quota-carrying post-sales

Negotiation

Cross-functional collaboration

Strategic growth mindset

Empathy & teamwork

Enterprise SaaS understanding

Goal-oriented & adaptable

Job description

Airtable helps organizations build the applications and workflows they need to run their most important business processes, without being constrained by off-the-shelf software. Its flexible platform combines a relational database, custom applications, automations, and AI, giving teams the building blocks to create solutions around the way they actually work.

Just like Lego blocks, what our customers can build with Airtable is virtually limitless. That flexibility is why more than 500,000 organizations, including 80% of the Fortune 100, use Airtable to power critical work across their businesses.

We’re builders at heart, and we’re looking for builders who want to expand what’s possible in Airtable and what the world can build with it.

We're looking for someone excited to pitch the vision of Airtable, implement creative solutions and negotiation tactics that mitigate churn, and identify new and strategic opportunities at renewal time that drive expansion. As a Renewals Associate on our Sales team, you will be the architect of these conversations, and will collaborate with multiple internal stakeholders (Account Executives, Customer Success Managers, Deal Desk, etc.) to help to ensure that our customers realize value, and are set up for longterm, sustained success with Airtable.

What you'll do

• You will own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships
• You will be a primary stakeholder (along with XFN partners) in building the foundational processes and playbooks for this new role
• You will actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
• You will maintain and report an accurate rolling 90-day forecast of renewals in your territory
• You will negotiate and execute renewal contracts (in partnership with legal) that align to customer goals
• You will discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
• Develop playbook for renewal engagement maximizing revenue retention

Who you are

• 2+ years of quota-carrying Post-Sales / Customer Success / Account Management experience, preferably within an Enterprise SaaS organization
• Strong negotiation skills and demonstrated capability closing large, complex contracts
• Strong collaboration skills and successful experiences working with internal XFN partners (Rev Ops, Biz Tech) as well as customer facing counterparts (Sales & Success)
• Ability and eagerness to grow business in a strategic manner, i.e. creating new processes and initiatives
• Approaches work with empathy, craftsmanship, and a growth mindset - you are a self motivated and proactive team player
• Solid understanding of Enterprise SaaS applications and collaboration technology
• Consistent track record of achieving personal and team goals
• History of thriving in a rapidly changing environment

What we offer

Compensation awarded to successful candidates will vary based on their work location, relevant skills and experience.

For work locations in the San Francisco Bay Area, Seattle, Los Angeles, and New York, the on-target earnings range for this role is $98,000 - $127,700 USD. For all other work locations (including remote), the range is $88,000 - $115,400 USD.

Our total compensation package also includes the opportunity to receive benefits and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable .

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant .

VEVRAA-Federal Contractor

If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Airtable’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

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An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.