Renewals Associate

Airtable

11d•$88,000 - $127,700

About The Position

Airtable is seeking a Renewals Associate to pitch the vision of Airtable, implement creative solutions and negotiation tactics to mitigate churn, and identify strategic opportunities for expansion at renewal time. As part of the Sales team, this person will lead renewal conversations and work with Account Executives, Customer Success Managers, Deal Desk, and other stakeholders to help customers realize value and achieve sustained success with Airtable. The role also contributes to foundational processes and playbooks for the renewals function.

Requirements

At least 2 years of quota-carrying experience in Post-Sales, Customer Success, or Account Management.
Strong negotiation skills and demonstrated ability to close large, complex contracts.
Strong collaboration skills and experience working with internal cross-functional partners, including Rev Ops and Biz Tech, and customer-facing Sales and Success counterparts.
Ability and eagerness to grow a business strategically by creating processes and initiatives.
A self-motivated, proactive team-player approach grounded in empathy, craftsmanship, and a growth mindset.
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.

Nice To Haves

Experience in an Enterprise SaaS organization.

Responsibilities

Own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships.
Partner with cross-functional colleagues to build foundational processes and playbooks for the role.
Engage key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments.
Maintain and report an accurate rolling 90-day forecast of renewals in the assigned territory.
Negotiate and execute renewal contracts in partnership with Legal, aligning agreements with customer goals.
Identify upsell and cross-sell opportunities during contract renewal to maximize customer growth.
Develop a renewal engagement playbook that maximizes revenue retention.