Job Description
The role involves managing and renewing enterprise SaaS contracts, developing retention strategies, negotiating terms, and collaborating with cross-functional teams to ensure customer success and long-term partnerships in a fast-growing, technology-driven environment.
Key Responsibilities
- Negotiate and execute 30-45 enterprise renewal agreements quarterly within the Core Segment, primarily for contracts valued at $150K ACV and below.
- Develop and implement renewal strategies to protect contract value, foster long-term partnerships, and ensure commercial consistency across parent and subsidiary accounts.
- Coordinate with account teams (AE, CS) to align customer engagement strategies and ensure a unified approach before external outreach.
- Conduct thorough account research, including decision-maker mapping, renewal history, and account context, prior to customer engagement.
- Monitor customer health signals such as utilization, sentiment, and adoption to identify risks and engage internal stakeholders early.
- Partner with cross-functional teams (Sales Ops, Deal Desk, Finance, Legal, CS) to resolve renewal blockers and finalize agreements on time.
- Identify and route expansion opportunities within the renewal cycle to appropriate owners while maintaining a renewals-first mindset.
- Maintain accurate renewal data in company systems, ensuring high data hygiene across account details, pricing, and stakeholder notes.
Requirements
- Negotiate and execute 30-45 Enterprise renewal agreements per quarter within the Core Segment, primarily focused on 150K ACV and below, using sound business judgment and a customer-first approach.
- Develop and deliver win-win renewal strategies that protect contract value, sustain long-term partnerships, and reinforce commercial consistency across parent and subsidiary relationships.
- Operate with strong account-team discipline by aligning with the broader account team (Account Executives, Customer Success) before any external customer outreach, ensuring a unified customer strategy and avoiding redundant or conflicting engagement.
- Conduct thorough account and buyer research prior to engagement, including decision-maker mapping, open opportunity review, parent-child account context, and renewal history.
- Coordinate renewal motion across account hierarchy, ensuring commercial continuity for subsidiaries and child accounts tied to larger Enterprise relationships.
- Work proactively ahead of renewal timelines and maintain accurate pipeline visibility and forecasting aligned to internal expectations.
- Monitor customer health signals such as utilization, sentiment, adoption, and delinquency where applicable to identify emerging risks and engage the appropriate internal stakeholders early.
- Partner cross-functionally with Sales Operations, Deal Desk, Finance, Legal, and Customer Success to resolve renewal blockers and ensure timely finalization of order forms and executables.
- Identify and surface expansion signals within the renewal cycle, routing opportunities to appropriate owners while maintaining a renewals-first execution mindset.
- Track and maintain accurate renewal data in Samsara systems, ensuring exceptional hygiene across account details, renewal timelines, pricing context, and stakeholder notes.
- Minimum of 5 years of closing sales experience, ideally working with mid-sized businesses in a high transaction environment.
- Ability to work cross-functionally with different parts of the organization to find solutions.
- A track record of consistent quota over-achievement.
- Comfort with a rapidly changing, high growth environment.
- Empathy for customers and team members.
- Highly organized with strong communication and presentation skills.
- Familiarity with Salesforce.
- Specialized experience in SaaS Renewals or Account Management, rather than net-new sales alone.
- Familiarity with the complexities of selling combined hardware and software solutions, including IoT, Telematics, or Supply Chain technology.
- Proven ability to negotiate directly with professional procurement teams and legal departments within large enterprise organizations.
- Experience with sales methodologies such as MEDDIC, Sandler, Challenger, or GAP Selling.
- Experience using Gainsight, Tableau, or similar Customer Success and Business Intelligence tools in addition to Salesforce.
- Ability to thrive in a startup environment within a public company atmosphere, demonstrating the ability to build processes where none exist and adapt quickly to shifting priorities.
Benefits & Perks
Competitive total compensation package (USD 88,952.50 - 119,600 OTE)
Employee-led remote and flexible working
Health benefits
Flexible working model (remote, hybrid, or in-office options)
Ready to Apply?
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