Head of Global Renewals

Anthropic•San Francisco, CA

8d•$200,000 - $265,000•Hybrid

About The Position

Anthropic is seeking a Renewals Leader to establish and scale the function responsible for protecting and growing the company's recurring and committed revenue. This role will oversee renewals strategy, execution, and forecasting, ensuring exceptional customer outcomes and sustainable, predictable revenue as the enterprise base expands. Unlike traditional renewal roles, this position operates within a consumption-based model, requiring management of customer commitments aligned with actual usage, early identification of consumption risks, and conversion of healthy adoption into expanded commitments. The leader will develop playbooks, forecasting rigor, and early-warning systems to make retention a core strength. Responsibilities include leading and developing a team of Renewals Managers, collaborating closely with Sales, Deal Desk, Finance, and Customer Success, and acting as a trusted commercial advisor to strategic customers. This is a foundational role where the processes, culture, and standards established will set the precedent for the function.

Requirements

8–12+ years of experience in SaaS, PaaS, or consumption-led businesses, with significant exposure to renewals, retention, sales, or customer success.
3–5+ years of people management experience leading renewals, retention, or commercial teams.
Proven track record of owning and exceeding renewal and retention targets in complex, enterprise deal cycles.
Excellent forecasting and pipeline management skills, with a reliable, evidence-based approach to calling the number.
Demonstrated ability to influence cross-functional stakeholders — Sales, Finance, Deal Desk, and Customer Success — at all levels.
Strong analytical mindset and comfort using data to drive decisions.
Bachelor’s degree or an equivalent combination of education, training, and/or experience.
A field relevant to the role as demonstrated through coursework, training, or professional experience.
Years of experience required will correlate with the internal job level requirements for the position.

Nice To Haves

Direct experience with consumption-based or usage-based pricing models, and the unique retention dynamics they create.
Background in data, AI, cloud, or developer-platform businesses.
Experience building a renewals or retention function from the ground up, including playbooks, forecasting cadence, and team structure.
Experience operating across multiple regions and markets.
Passion for AI and alignment with Anthropic's mission of beneficial AI development.

Responsibilities

Build and lead the renewals team, including hiring, developing, and retaining Renewals Managers.
Define the function's coverage strategy for the customer base, set performance standards, and foster a culture of accountability and customer-centricity.
Own the renewal number, including renewal bookings, gross and net retention, on-time renewal metrics, forecast accuracy, and renewal pipeline health.
Identify risks early and implement mitigation strategies to reduce churn and contraction.
Establish scalable renewal playbooks, stage definitions, qualification criteria, and operational rigor tailored to consumption-based revenue.
Drive accurate weekly and monthly renewal forecasting and reporting based on usage data and customer health signals.
Partner with Sales and Customer Success to convert adoption depth into expanded commitments at renewal.
Lead executive-level renewal conversations for strategic accounts as needed.
Collaborate with Sales on territory and account strategy, Deal Desk and Finance on pricing and terms, and Strategy & Operations on forecasting and field alignment.
Utilize data, automation, and tooling, including Claude, to optimize renewal processes, monitor KPIs, and enhance performance.