Manager, Customer Renewals

As the leader in Identity Security, SailPoint continues to grow globally.  As we look to expand our global presence, we are always looking for talented sales minded individuals to help support these efforts. We are a US-based, publicly traded company, headquartered in Austin, Texas. This would be a remote setting role based anywhere in the US.

We are seeking an experienced, highly motivated Manager of Renewals to be a part of our client-facing organization. This leadership position is responsible for the supporting, aligning and enforcing renewal priorities including quarter over quarter linearity, early renewal, uplift, and multiyear.

This is a demanding role that requires strong leadership, priority management and interpersonal skills, a strong understanding of SailPoint’s products and culture and previous experience in a renewals leadership role. The Manager of Renewals is responsible for ensuring that their team is focused on minimizing financial attrition (near and long-term), securing favorable terms, identifying growth opportunities, and providing data insights back to the business.

Responsibilities:

• Lead a team of Customer Renewal Managers in achieving individual and team quotas.
• Ensure Renewal forecast accuracy, renewal prioritization, on-time renewal execution, multi-year growth, and price increase on assigned portfolios.
• Strategizing for more effective negotiation, early renewal closing, risk mitigation, and account de-escalation.
• Drive short-term and long-term revenue impact by minimizing financial attrition and securing favorable terms across all renewals.
• Operational responsibilities include daily forecast management and general renewal hygiene.
• Ensure that the Customer Renewal Managers are effectively identifying customer requirements, uncovering issues, and demonstrating strong account management and commercial capabilities to drive renewal events to on-time closure and ongoing customer success
• Partner with all other relevant regional relationships (e.g., legal, deal desk, sales ops, and finance) to develop comprehensive 'win' strategies for renewal events
• Conduct weekly 1:1’s with your CRMs to discuss every deal.  Know the details of each deal so that you can coach your CRM.  Discuss specific deals that are delayed, escalated, or have obstacles preventing on-time closure.
• Provide a pathway to success for deals that need creative solutions or involvement of leadership.
• Provide coaching, training and management to the Customer Renewal Managers in the region.

Required Skills/Experience:

• Bachelor’s degree or equivalent global experience
• 3-5+ years of demonstrated success in a Renewals, Sales, or Account Management leadership role with a strong track record of building high performance teams within a software sales environment
• Proven track record of overachievement of quota and KPIs along with strong organizational, operational and analytical skills
• Highly effective communication skills, capable of explaining complex situations clearly and credibly across all functions and levels of the organization.
• Experience working with a large global sales organization
• Comfort managing a high-volume business, with comfort negotiating complex license agreements
• Strong customer management skills and excellent negotiation skills
• Ability to manage, analyze and track data for a sophisticated and often complex renewal cycle
• Ability to work in a fast-paced environment and effectively prioritize and delegate
• Highly organized with strong attention to detail

#LI-REMOTE #LI-AS1

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.  

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability.  Contact hr@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.