Strategic Enterprise Renewal Account Executive

Samsara

9d•Remote

About The Position

Renewals are the core of a SaaS company's revenue stream. The Strategic Enterprise Renewal Account Executive position will focus on the achievement of renewal targets for Samsara’s lighthouse Enterprise accounts. This role is responsible for ensuring their customers are set up for success while maximizing the financial results for Samsara. For each renewal, this means minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing findings and insights back to the business. As one of the most senior team members, this individual will also act as a player-coach to the wider team. Outside of required in-person meetings and company events, this is a remote position with the option to work in-office at their own discretion assuming reasonable commuting time and proximity. Relocation assistance will not be provided for this role. Open to candidates residing in the US. This position requires travel up to 20% of the time.

Requirements

5+ years of quota achievement in a renewals or account management capacity
Comfort and experience negotiating complex $500K+ Enterprise/Majors SaaS agreements both in person and remotely with executives
Ability to tactically close deals with a high degree of integrity, business acumen, and independence
Experience building strong partnerships with peers and partners
Highly organized with strong attention to detail
Excellent client hands and executive communication skills
Team player who enjoys assisting where needed and finding ways to help
High activity level, enthusiastic, self-motivated
Proven influencer and negotiator

Nice To Haves

Salesforce
G-Suite
GainSight
Slack
ZenDesk

Responsibilities

Negotiate and execute all facets of Samsara’s Enterprise renewal contracts using sound business judgment
Develop and deliver win/win negotiation strategies that maximize contract value while protecting and enhancing the customer relationship
Engage in strategic account planning with stakeholders at the Director+ level to ensure accountability across teams ahead of a renewal
Work 9+ months in advance of upcoming renewals and maintain accurate forecasts
Maintain a deep understanding of Samsara products and licensing models
Monitor customer health metrics to proactively identify and communicate risks
Work cross-functionally to resolve complex issues regarding the finalization of executables in addition to identifying expansion opportunities
Track and maintain customer data and renewal information in Samsara systems
Act as a Renewals brand ambassador internally
Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices