Renewal Specialist

Vanta

3d•Remote

About The Position

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As a Startups Renewal Specialist, you’ll own retention and growth across a high-volume segment of early-stage companies using Vanta. You’ll manage a high volume of customers, primarily founders and their first hires — and guide them through renewal conversations that balance efficiency, empathy, and business impact. Your focus will be on driving consistency and automation in the renewal process while maintaining the human touch that early customers value most. The goal of this team is to achieve overall retention and growth of the Vanta customer base, as measured by Net Revenue Retention. They will ensure customer’s security and compliance goals are aligned to their company growth needs and with Vanta’s solutions.

Requirements

1+ years of experience selling to or managing customers in a SaaS or tech environment.
Strong ability to manage a high volume of customer relationships and renewal cycles simultaneously.
Exceptional communication skills — written, verbal, and visual — with the ability to tailor messaging for both internal stakeholders and customer audiences.
Highly motivated, with a sense of urgency and flexibility to adjust to customer needs and objections.
A team player who collaborates effectively across multiple departments and thrives in a fast-moving environment.

Nice To Haves

Previous experience in security and compliance is not required but highly desirable!

Responsibilities

Renewal and Growth Ownership
Own the full renewal process for all customers in the Early Stage segment, from initial outreach through signature and invoicing.
Drive customers toward the auto-renewal motion, while managing exceptions through negotiation and deal submission for approval as needed.
Ensure renewal outcomes meet or exceed Net Revenue Retention (NRR) and Gross Dollar Retention (GDR) targets.
Build and maintain a consistent operating rhythm that balances proactive outreach, renewals tracking, and efficient deal management at scale.
Forecasting & Systems Hygiene
Accurately forecast quarterly renewal and churn outcomes within Salesforce and Clari, maintaining world-class pipeline hygiene.
Leverage Gong, Outreach, Dust, Slack, and Vanta to optimize workflow, communication, and deal velocity.
Consultative Customer Engagement
Act as the primary point of contact for early-stage founders navigating their first compliance renewals.
Combine consultative listening with practical negotiation to drive mutual success and retention.
Handle objections and competitive evaluations confidently and efficiently, ensuring a positive customer experience even through difficult conversations.
Cross-Functional Collaboration
Partner with Product and RevOps to provide feedback on in-app purchasing automation, streamline approvals, and identify patterns or friction in the startup segment.
Collaborate closely with CS, Digital Success, Marketing, Enablement, and Support to ensure a cohesive experience for startup customers.
Surface feedback and insights that inform pricing, packaging, and renewal motion improvements for small accounts.