At Cloudinary we are building the worldâs best platform for end-to-end media management. As the leader in cloud-based image and video management for both web and mobile applications, Cloudinary is the natural choice for companies wanting to upload, store, manipulate, optimize and deliver images and video.
We are searching for an exceptional leader to head up our Renewals Sales team at a global level. In this position, you will lead a team of front-line renewals and growth representatives who are responsible for renewal and retention efforts across the Mid-Market and Enterprise segments Worldwide.
This will involve partnering with customers and multiple internal stakeholders (Account Executives, Customer Success Managers, Customer Support, Finance, Product Management, etc.) to ensure that customers renew their subscriptions and expand their usage of Cloudinary.
Responsibilities:
- Lead a global team that negotiates and executes renewal contracts that align to customer goals
- Own, drive, and lead the renewals process in collaboration with the Customer Success team to preserve and improve customer contracts and relationships
- Build and implement upsell/cross-sell best practices to maximize customer growth
- Actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time renewals
- Maintain and report an accurate monthly and quarterly forecast for renewal dollars and upsell dollars.
- Hyper-focus on gross retention rates and on-time renewals
- Along with Customer Success, you will help your team serve as the voice of the customer and collect feedback to drive continuous improvement across all areas of the business, including product
- Assume responsibility for team quota attainment and overachievement, on retention and growth.
- Create renewals & growth business strategies and successfully execute on them
- Develop team professionally and ensure that they are up to speed on significant industry factors including competitive products, regulations, trends
- Support in negotiation of contracts or large renewal agreements
- Partner directly with senior-level leadership on strategic, high-visibility and/or high-value deals to drive close process
- Oversee the coordination of resources, and cross-functional operational alignment
About You:
- 8+ years of quota-carrying experience (e.g. renewals, enterprise sales, account management), preferably in a SaaS organization; experience in renewals sales is required
- 4+ years of people management experience
- Must be a high-performing sales manager with a proven track record of consistently exceeding established measurements for goals and objectives
- Experience compiling, querying, analyzing and reporting data; strong forecasting skills
- Ability to connect the dots organizationally and influence stakeholders from various roles, levels, and profiles to drive collaboration and program excellence
- Self-motivation, energy, and a bias towards action within a team environment
- Active interest in increasing customer happiness and deepening customer relationships
- Extraordinary time and process management skills, ensuring nothing slips through the cracks
- Must be a skilled motivator with demonstrated ability to coach and develop renewals staff to exceed targeted sales objectives and deliver high-quality service to customers
- Strong people development and communication skills (verbal and written)
- Must be a high-energy, motivated self-starter
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