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Salary: USD 210,800 - 248,000 / annual
Abnormal AI seeks a Director of Renewals to own the strategy, performance, and operating model for the global renewals function. Reporting to the VP of Customer Success, you will lead the renewals organization and drive revenue retention across Abnormal's multi-product behavioral security platform.
Key responsibilities include:
- Own Abnormal's renewals strategy and operating model end-to-end: define the renewal motion, segmentation approach, playbooks, and systems that enable scaling.
- Lead, mentor, and develop a high-performing team of Renewal Managers and Specialists, setting clear goals and KPIs for renewal bookings, gross renewal retention, upsell, and forecast accuracy.
- Manage the full renewal lifecycle: early engagement, term negotiation, commitment securing, and cross-functional collaboration with Customer Success, Sales, Operations, and Finance to ensure contract execution.
- Drive a data-driven renewal process: monitor pipeline health, identify at-risk accounts, implement preservation strategies, and report on retention metrics.
- Partner with Customer Success and Sales to identify expansion opportunities during renewals and align on a joint renewal-and-expand motion.
- Develop and mature forecasting models for renewal bookings, churn, and Net Annual Recurring Revenue (NARR), presenting updates to senior leadership.
- Manage escalations and high-visibility renewal situations; support team members in complex negotiations and large-scale renewals.
- Stay current with SaaS licensing, pricing models, contract terms, and market trends in email security and cybersecurity to ensure competitiveness.
Required qualifications:
- 10+ years in renewals, post-sales, or account management within B2B SaaS; preferably 4+ years managing direct reports.
- Proven track record owning gross retention as a top-line commitment at scale with demonstrable improvements in retention and forecast accuracy.
- Experience building or substantially maturing a renewals function: motion design, segmentation, playbooks, tooling, and operating cadence.
- Executive presence and influence; ability to shape strategy with C-level peers and lead high-stakes customer negotiations.
- Strong quantitative and operational judgment; fluency in forecasting models, retention economics, and systems like Salesforce and Gainsight.
- Strong communication and leadership skills with ability to develop, motivate, and retain teams.
- Strategic thinking and ability to improve and scale processes in high-growth environments.
- Experience building and operationalizing AI tools to improve renewals and post-sales processes.
Nice-to-have qualifications include experience in email security, cybersecurity, or regulated SaaS industries; high-volume renewal environments; and international or multi-regional contract management.
