Renewals Associate

About the role

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.