Director of Renewals

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Elastic is a search company built on a free and open heritage. Anyone can use Elastic products and solutions to get started quickly and frictionlessly. Elastic offers three solutions for enterprise search, observability, and security, built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real time and at scale. Thousands of organizations worldwide, including Cisco, eBay, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe and is publicly traded on the NYSE under the symbol ESTC. Learn more at elastic.co.

Elastic is searching for a Director, Renewals to own the regional renewal sales function in the Americas region. We’re scaling, and scaling fast. With our client base growing so rapidly, we are fast establishing and expanding a dedicated Elastic Renewals team.  

Do you excel at driving and leading a renewal sales team within a dynamic SaaS organization? If so, we’d love to hear from you!

You’ll actively engage with our customers’ key decision makers to ensure an on-time renewals process from end-to-end and lead a growing team of 15+ individuals and counting. This is a highly collaborative leadership role where you’ll develop successful relationships with key Elastic functions and team members including Field Sales, Customer Success, Strategic Operations, Deal Management, Finance and Legal.


What you will be doing:

  • Execute operational processes, programs, systems, and activities to drive successful renewal outcomes
  • Develop and execute upsell playbook strategies to maximize customer growth, including account renewal plans in collaboration with Elastic sales teams and the Customer Success organization
  • Align with sales teams to produce accurate rolling forecast of all renewals and upsell opportunities
  • Negotiate and execute renewal contracts (in partnership with other key Elastic teams) that align to customer and Elastic goals, driving customer retention and net dollar expansion
  • Communicate and report on renewal status to VP of Global Renewal sales and other cross functional organizations 
  • Collaborate and execute on-boarding training plans to accelerate productivity for renewal manager staff
  • Develop renewal strategy playbooks
  • Create and execute staff talent development plans

What you bring along:

  • 7-10+ years of successful SaaS renewal sales people management
  • Excellent leadership skills, with a demonstrated track record of building, leading, and
    growing high performing teams
  • Proven discovery, presentation, deal structuring, negotiation and closing skills
  • Ability to build out processes, systems, and programs to drive successful renewal
    booking outcomes and increasing renewal rates
  • Proven ability to manage large renewal base of varying dollar amounts (very large to low
    dollar contracts) with different customer types and segments
  • Team player, self- motivated with high emotional IQ (EQ) and excellent presentation
    skills
  • Critical thinking and analytical skills, with extensive expertise in preparing win-win
    renewal scenarios

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

  • Competitive pay based on the work you do here and not your previous salary
  • Health coverage for you and your family in many locations
  • Ability to craft your calendar with flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • Double your charitable giving - We match up to $1500 (or local currency equivalent)
  • Up to 40 hours each year to use toward volunteer projects you love
  • Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is committed to diversity as well as inclusion. We are an equal opportunity employer and committed to the principles of affirmative action. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. If you require any reasonable accessibility support, please complete our Candidate Accessibility Request Form.

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