Director, Renewals

Abnormal AI
United States
Workplace: RemoteFull timeUSD 210,800 - 248,000 annuallyFunction: Executive & General ManagementExperience: 10+ yearsSkills: ["Quantitative judgment","Operational judgment","Executive presence","Leadership","Communication"]

Own the strategy, operating model, and execution for Abnormal’s global renewals organization, driving gross retention, renewals playbooks, and predictable retention plus cross-product expansion. Lead and develop Renewal Managers/Specialists with clear KPIs for renewal bookings, churn, upsell, and forecast accuracy. Improve the end-to-end renewal lifecycle with data-driven at-risk management, partner on joint renew-and-expand motions, and advance forecasting models and high-stakes negotiations using modern tools like Salesforce and Gainsight.

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FursaFursa
Abnormal AI
Abnormal AI
1 day ago

Director, Renewals

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Job Summary

Own the strategy, operating model, and execution for Abnormal’s global renewals organization, driving gross retention, renewals playbooks, and predictable retention plus cross-product expansion. Lead and develop Renewal Managers/Specialists with clear KPIs for renewal bookings, churn, upsell, and forecast accuracy. Improve the end-to-end renewal lifecycle with data-driven at-risk management, partner on joint renew-and-expand motions, and advance forecasting models and high-stakes negotiations using modern tools like Salesforce and Gainsight.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Director level

Key Responsibilities

  • •Own the renewals strategy and operating model end to end, including renewal motion, segmentation, playbooks, and scaling systems.
  • •Lead, mentor, and develop renewal team members; set goals and KPIs for renewal bookings, gross renewal retention, upsell, and forecast accuracy.
  • •Manage and improve the full renewal lifecycle, engaging early, negotiating terms, securing commitments, and coordinating with cross-functional teams.
  • •Drive a data-driven renewal process by monitoring pipeline health, identifying at-risk accounts, implementing preservation strategies, and reporting renewal metrics.
  • •Develop and mature forecasting models for renewal bookings, churn, and NARR, including updates to senior leadership and improvements in predictability.

Pay and Benefits

Salary: USD 210,800 - 248,000 annually

Key Requirements

  • •10+ years of experience in renewals, post-sales, or account management in a B2B SaaS environment, with preferably 4+ years managing direct reports.
  • •Proven ownership of gross retention at scale, with demonstrable retention and forecast accuracy improvements across a full function.
  • •Experience building or substantially maturing a renewals function, including motion design, segmentation, playbooks, tooling, and operating cadence.
  • •Executive presence to shape strategy with C-level peers and lead highest-stakes customer negotiations.
  • •Proficiency with quantitative and operational judgment, including forecasting models, retention economics, and renewals systems (Salesforce, Gainsight).
Experience:10+ yearsB2B SaaSSaaS
Skills:Quantitative judgmentOperational judgmentExecutive presenceLeadershipCommunication
Tech Stack:SalesforceGainsight

Company Brief

Abnormal AI
Provides AI-powered email security and human behavior analysis to detect phishing, business email compromise, and account takeover attacks. The platform helps organizations protect employees and communications across cloud email and collaboration tools.
Industry: Cybersecurity
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Headquarters: San Francisco, United States
Founded: 2018
WebsiteLinkedIn