Director, Revenue Retention & Growth Strategy

Role Overview

• Work in close partnership with sales and customer success executive leadership to direct the operations of the renewals business.
• Manage field sales and ecosystem annual planning, encompassing the determination of financial objectives, organizational setup, account distribution, capacity modeling, territory allocation, quota setting, and compensation frameworks for the renewals business.
• Lead, coordinate and refine the renewal forecasting cadence, processes and artifacts, driving predictability.
• Develop and implement productivity and performance reporting for renewals management, individuals, and account opportunity.
• Support and optimize the renewals strategy including core sales processes and efficiency drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model.
• Establish highly repeatable (and scalable) sales processes, automation and reporting methodology, both quantitative and qualitative that can be implemented across regions, and provide deep insights.
• Lead key sales productivity initiatives across Americas; focused on customer success, retention, bookings growth and ecosystem alignment.
• Maintain strong relationships with Americas peers and collaborators to evaluate effectiveness of programs and impact of operational strategies, programs and improvements.
• Effectively partner and appropriately challenge leadership to effectively overachieve targets and instill centralized processes.
• Accountability to assist renewals teams to improve performance through the development and driving deep adoption of both strategic and tactical programs.
• Conduct historical reviews of performance, and use predictively to direct the business to improved performance.

Requirements

• Experience leading a premier, sophisticated Renewal Strategy and Operations function driving significant financial advancement.
• A high-performance self-starter and people leader capable of leading and developing a high performing centralized but distributed operational team responsible for supporting $1B+ of revenues.
• A consistent success record in delivering strategic advice and operational management in Renewals Strategy and Operations within a complex technology sales environment.
• Skilled in developing tactical initiatives to increase renewal sales productivity and performance.
• History of launching innovative performance metrics and improvement programs.
• Ability to apply combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches to strategy that yield outstanding performance.
• Able to research, develop and complete sales tools, technologies and automation solutions/strategies in the field.
• Leading communication skills, both interpersonal and written, especially in presenting at senior levels within the organization.
• Passionate about challenging the status quo and obsessed with operational excellence, finding improvements and results.
• The capacity to operate efficiently in a rapidly changing environment.
• Proven leadership and experience working across functional groups ensuring alignment of process driving the defined business strategy.
• Strong sense of ownership and flexible and resilient under pressure.
• Assertive and creative problem solver with a diplomatic approach who operates at the highest level of integrity.

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off
• Professional development opportunities