Commercial Renewals Manager EMEA

Описание вакансии

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

Since landing in EMEA in 2022, Airtable has built a full go-to-market function in the region from our London office and is now accelerating its next phase of growth. Our expansion includes launching on-the-ground team in France and Germany. Our success is tied to each customer realising the value of Airtable in unique ways and their business objectives. Realising that value can happen in many different ways and at different moments depending on the customer. The renewal serves as an important milestone for us to help each of our customers plan for the future in a specific way that will allow them to unlock the maximum potential of our product.

Please note, this is a hybrid position based in London with the expectation of 3 days a week in office.

What you will be doing

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 Manager (IC2) you will own the commercial segment for renewals across EMEA and be the architect of these conversations. You will collaborate with multiple internal stakeholders (Account Executives, Customer Success Managers, Deal Desk, etc.) to help to ensure that our customers realise value, and are set up for long term success with Airtable.

• 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 maximising revenue retention.

Who you are

• 2+ years of quota-carrying Post-Sales / Customer Success / Account Management experience, preferably within an SaaS organisation and working with SMB, Commercial or Mid Market segment customers.
• Solid understanding SaaS applications and collaboration technology.
• Consistent track record of achieving personal and team goals.
• Negotiation skills and demonstrated capability closing large, complex contracts.
• 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 and a growth mindset - you are a self motivated and proactive team player.
• History of thriving in ambiguity and fast evolving environments.
• Language skills: while not a requirement, we’d be thrilled to add more bilingual candidates with German language skills to the team

What we offer

• £Competitive base + variable (70/30 split) and RSU (Restricted stock unit) package.
• Hybrid London 2- 3 days a week in our fantastic EMEA HQ @ Borough Yards, London.
• In addition to NHS coverage, you will have access to supplemental  insurance 100% covered (and your dependents covered at 85%).
• Competitive pension scheme, life insurance, paid leave and sick leave.
• Complimentary mental health support via Modern Health.
• Family planning support via Carrot (fertility, adoption, and surrogacy).
• Flexible and generous time off and sick time benefits.
• Transportation & Commuter Benefits.
• Monthly “Lifestyle Wallet” to use for benefits like personal fitness (e.g., gym memberships, fitness equipment, etc.) to pet care to nutrition coaching, and more.
• Supplemental reimbursement for Gender Affirmation procedures and services.
• Legal services - access to online tools to legal forms.

At Airtable, we embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. We strive for Airtable to be a pleasant and supportive place to work, and to attract and retain a diverse team of talented people.  We take great pride in holding everyone accountable for treating each other with dignity and respect.

Airtable is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a medical condition or disability which inhibits your ability to complete any part of the application process, please complete our Accommodations Request Form and let us know how we may assist you.

Please see our Privacy Notice for details regarding Airtable’s collection and use of personal data relating to the application and recruitment process by clicking here.

For applicants that live in or have a link to Australia, please see this Privacy Collection Statement for details regarding Airtable's collection and use of personal data relating to the application and recruitment process.

🔒 Stay Safe from Job Scams

All official Airtable communication will come from an @airtable.com email address. We will never ask you to share sensitive information or purchase equipment during the hiring process. If in doubt, contact us at hr@airtable.com. Learn more about avoiding job scams here.