Commercial Renewals Manager EMEA

Since landing in EMEA in 2022, Airtable has built a full go-to-market function in the region from our London office and is now accelerating its next phase of growth. Our expansion includes launching on-the-ground team in France and Germany. Our success is tied to each customer realising the value of Airtable in unique ways and their business objectives. Realising that value can happen in many different ways and at different moments depending on the customer. The renewal serves as an important milestone for us to help each of our customers plan for the future in a specific way that will allow them to unlock the maximum potential of our product.  

We're looking for someone excited to pitch the vision of Airtable, implement creative solutions and negotiation tactics that mitigate churn, and identify new and strategic opportunities at renewal time that drive expansion. As a Renewals Manager (IC2) you will own the commercial segment for renewals across EMEA and be the architect of these conversations. You will collaborate with multiple internal stakeholders (Account Executives, Customer Success Managers, Deal Desk, etc.) to help to ensure that our customers realise value, and are set up for long term success with Airtable. 

• →You will own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships.
• →You will be a primary stakeholder (along with XFN partners) in building the foundational processes and playbooks for this new role. 
• →You will actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments.
• →You will maintain and report an accurate rolling 90-day forecast of renewals in your territory
• →You will negotiate and execute renewal contracts (in partnership with legal) that align to customer goals.
• →You will discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth.
• →Develop playbook for renewal engagement maximising revenue retention. 

• 2+ years of quota-carrying Post-Sales / Customer Success / Account Management experience, preferably within an SaaS organisation and working with SMB, Commercial or Mid Market segment customers. 
• Solid understanding SaaS applications and collaboration technology.
• Consistent track record of achieving personal and team goals.
• Negotiation skills and demonstrated capability closing large, complex contracts. 
• Collaboration skills and successful experiences working with internal XFN partners (Rev Ops, Biz Tech) as well as customer facing counterparts (Sales & Success). 
• Ability and eagerness to grow business in a strategic manner, i.e. creating new processes and initiatives.
• Approaches work with empathy and a growth mindset - you are a self motivated and proactive team player. 
• History of thriving in ambiguity and fast evolving environments. 
• Language skills: while not a requirement, we’d be thrilled to add more bilingual candidates with German language skills to the team