Renewals Leader

Anthropic•San Francisco, NY

4h•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 customer base expands. Unlike traditional renewals roles, this position operates within Anthropic's consumption-based model. The team will manage customer commitments in alignment with actual usage, proactively identify consumption risks, and convert successful adoption into expanded commitments. The Renewals Leader will develop playbooks, forecasting accuracy, 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 key commercial advisor for strategic customers. As one of the first dedicated leaders for this function, the individual will shape the processes, culture, and standards for renewals at Anthropic.

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, Customer Success) at all levels.
Strong analytical mindset and comfort using data to drive decisions.

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 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.
Define the operating model, establishing 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 and lead executive-level renewal conversations for strategic accounts.
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.