At Algolia, we're looking for a Renewals Account Executive, responsible for strategic engagements with a dedicated portfolio of high-value customers. As a Renewals Account Executive, you will partner with Account Executives and Customer Success Managers to align on the account strategy for each customer and help execute on these strategies. You will engage with each customer proactively to understand overall customer sentiment and satisfaction while also identifying both risk and expansion potential. You are responsible for managing the renewal process, including but not limited to providing renewal notice, creating quotes, forecasting, negotiating, and working through customer legal and procurement requirements. You will be working cross-functionally, partnering with Sales, CSEs, and CSMs, along with finance and the deal desk.In this Customer-Centric role, you will have the opportunity to work on the front lines with our incredible customer base and be exposed to exciting and complex customer interactions. You'll connect with our customers to understand their needs and challenges while partnering with our Customer Success team to ensure their challenges are addressed. You'll establish relationships with customers as you negotiate to maximize mutual benefit at renewal time.YOU WILL BE RESPONSIBLE FOR:Owning and executing a portfolio of renewal contracts in an assigned territoryEnsuring all renewals occur on timeIdentifying growth opportunities and providing insights to the business that improve future business outcomesYOUR ROLE WILL CONSIST OF THE FOLLOWING:Partner with Account AE to develop and execute win/win negotiation strategies for account contract renewals that maximize long-term contract value while protecting and enhancing customer trustOwn, drive and manage the renewal process with customers, including renewal quotes and renewal opportunities, in collaboration with Customer Success, Finance, Legal, Deal Desk, and Sales teams to ensure all contracts are timely and accurateMaximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities aligned to activities within the renewal playbookIdentify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure (OTRR: On Time Renewal Rate & Revenue Retention will be a KPI)Provide Customer Success Management and Sales with complete visibility to renewals and solicit Algolia Leadership involvement as requiredAccurately maintain/update and provide renewal forecast of your territory and communicate any renewal risk to internal resources to develop resolution strategiesFollow and adhere to best practices for all internal processes, including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations, and ForecastingAchieve financial and strategic targets for minimizing attrition, positioning favorable terms, boosting incremental revenue via up-sells, cross-sells, and add-ons, and maximizing customer valueAccurately forecast and manage pipeline on a monthly and quarterly basisYOU MIGHT BE A FIT IF YOU HAVE THE FOLLOWING:3+ years of relevant experience at a SaaS/Software CompanyAbility to manage strategic and enterprise-level accounts, identify problems and opportunities, and provide solutions for each of them with strong process management, negotiation skills, financial acumen, and ability to apply strict policiesAbility to build relationships and collaborate closely with teammatesAbility to react and adapt to potential rapid shifts in priorities and organizational policiesExcellent presentation, written and verbal communication skillsAbility to set priorities, drive decisions and get closure on recommendations and issuesStrong attention to detail and process-orientedProven time management skills with the ability to prioritize tasksConstantly looking to learn and improveAbility to deeply understand customer sentiment or needs, and strategically involve other parties (such as AE, CSM, or leadership) to prevent risk proactivelyPreference for candidates with experience at our current stage and beyond (over 10,000 customers, $50-200M ARR, high growth, lots of change, and building internal infrastructure)NICE TO HAVE:Experience with an enterprise CRM or customer service applicationExperience with Salesforce CRM is a significant plusExperience with Gainsight is a plusAbility to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive levelAbility to manage transactions through every stage of the renewal cycleExperience in negotiating complex multi-year service contractsFluency in French, German, or ItalianWE'RE LOOKING FOR SOMEONE WHO CAN LIVE OUR VALUES:GRIT - Problem-solving and perseverance capability in an ever-changing and growing environment.TRUST - Willingness to trust our co-workers and to take ownership.CANDOR - Ability to receive and give constructive feedback.CARE - Genuine care about other team members, our clients, and the decisions we make in the company.HUMILITY - Aptitude for learning from others, putting ego aside.#LI-HybridREMOTE STRATEGY:Algolia's flexible workplace model is designed to empower all Algolians to fulfill our mission to power search and discovery with ease. We place an emphasis on an individual's impact, contribution, and output, over their physical location. Algolia is a high-trust environment and our team members have the autonomy to choose where they want to work and when. We know community comes in many forms and strive to create opportunities for intentional in-person connection in our offices and virtually for our remote colleagues around the world.We have a global presence with physical offices in Paris, NYC, London, Sydney, and Bucharest.ABOUT US:Algolia prides itself on being a pioneer and market leader offering an AI Search solution that empowers 17,000+ businesses to compose customer experiences at internet scale that predict what their users want with blazing fast search and web browse experience. Algolia powers more than 30 billion search requests a week – four times more than Microsoft Bing, Yahoo, Baidu, Yandex, and DuckDuckGo combined.Algolia is part of a cadre of innovative new companies that are driving the next generation of software development, creating APIs that make developers' lives easier; solutions that are better than building from scratch and better than having to tweak monolithic SaaS solutions.In 2021, the company closed $150 million in series D funding and quadrupled its post-money valuation of $2.25 billion. Being well capitalized enables Algolia to continue to invest in its market-leading platform, to better serve its thousands of customers–including Under Armor, Petsmart, Stripe, Gymshark, and Walgreens, to name just a few.WHO WE'RE LOOKING FOR:We're looking for talented, passionate people to build the world's best search & discovery technology. As an ownership-driven company, we seek team members who thrive within an environment based on autonomy and diversity. We're committed to building an inclusive and diverse workplace. We care about each other and the world around us, and embrace talented people regardless of their race, age, ancestry, religion, sex, gender identity, sexual orientation, marital status, color, veteran status, disability, and socioeconomic background.READY TO APPLY?If you share our values and our enthusiasm for building the world's best search & discovery technology, we'd love to review your application!Apply for this job
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