Director of Global Enterprise Renewals, PagerDuty
$157-240k
1-2 days a week in office
Digital operations management platform
Open for applications
Digital operations management platform
1001+ employees
Open for applications
$157-240k
1-2 days a week in office
1001+ employees
Company mission
To revolutionize operations and build customer trust by anticipating the unexpected in an unpredictable world.
Role
Who you are
- Proven record in strong organizational, operational, and analytical skills
- Demonstrated ability to look at large data sets and synthesize them into key trends that have actionable mitigation in partnership with data scientists
- Previous experience of leading, developing, and mentoring a team for Success in a SaaS company
- Possess exceptional negotiation skills that allow for value-based contract negotiations at the CXO level. Be an effective mentor to pass these skills to your team via regular training and coaching sessions
- Proven track record of overachievement of quota and KPIs
- Excellent financial acumen, process, and policy management skills
- Strong customer management skills, including soft skills
- Ability to demonstrate a strategic mindset to enable persuasive conversations with customers
- 12+ years of professional experience in Sales, Account Management, and Operations
- 4-year degree
- MBA
What the job involves
- As our Senior Director of Global Renewals, you will be a trusted advisor to sales and customer success, leading a global team of renewal managers responsible for renewing all PagerDuty Enterprise customers
- As a strategic and operational leader, you will be responsible for driving revenue growth by maximizing upselling, cross-selling, and renewal opportunities
- The Renewal Management team operates in a shared service model for PagerDuty, balancing between directly negotiating and owning the renewal process, while also playing a coaching and supporting role for the account executives as needed, ensuring best practices are adhered to
- You have a significant opportunity to design and implement new processes that drive better predictability
- Data will be an important tenant to profile customers, manage teams, and optimize results, including predictive analytics to forecast churn and downgrades
- The ideal candidate is expected to bring deep experience in leading renewal teams in a modern SaaS corporation, strong negotiation strategies, and a demonstrable ability to leverage data science and analytics to drive accurate forecasting and churn mitigation
- Be a trusted advisor to Sales and Customer Success leadership
- Drive constant evolution of best practices and adherence to renewal methodology across all key functions
- Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust and achieving or exceeding churn and uplift targets
- Maximize account growth opportunities by ensuring that their team is playing an active role on the extended account team and helping to identify incremental opportunities upon contract renewal
- Own, drive, and manage the renewal process in collaboration with all internal stakeholders, including the data science team
- Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, Field Leadership) to develop comprehensive 'win' renewal strategies
- Ensure that your team effectively identifies customer requirements, uncovers roadblocks, and demonstrates strong account management and commercial capabilities to drive renewal events to on-time closure and customer success
- Provide executive management with complete visibility to renewals, solicit executive involvement as required; communicate risks clearly, and take the lead in developing resolution strategies
- Weekly forecast meetings with the team to drive forecasting excellence and accuracy and ongoing mentoring and development of best practices across the team
- Ensure that your team adheres to best practices for all internal processes, including, but not limited to: Opportunity Management, Data Quality/Accuracy, and Quotations, and accurately maintain a rolling 120-day forecast of renewals
- The success metrics in this role will include lowering churn and downgrades, and increasing renewal rates and contract term length
Our take
PagerDuty helps businesses monitor their tech stacks, manage incidents and alert engineers when things go wrong. Serving more than 10,500 enterprises including customers like GE, Capital One, IBM and Spotify, the company has become a key player in the space.
While it’s best known for its alerting capabilities, PagerDuty has expanded well beyond that over the years, though it’s still a core part of its service. For example, the company released AIOps services that aim to help businesses reduce the amount of noisy and unnecessary alerts. All-in-all, PagerDuty has become an essential product for DevOps teams, which has greatly contributed to its success.
In 2022, the company was recognized in the Regional and Global AWS Partner Awards as playing a key role in driving innovation and building solutions for the space. Off the back of post-IPO funding, it has continued to release new features and update its core products, towards proving cutting-edge services into the future.
Steph
Company Specialist
Insights
Some candidates hear
back within 2 weeks
39% female employees
7% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Sep 2018
$90m
SERIES D
Apr 2017
$43.8m
SERIES C
Total funding: $173.6m
Company benefits
- 20 hours per year of paid volunteer time
- Health insurance
- Wellness Days and mid-year Wellness Week: extra time off for whole company to unplug and recharge at the same time
- Generous paid parental leave and return to work policy to help with transition back
- Generous paid time off
- Hands-on career and leadership development programs
- Flexible workplace/WFH
Company values
- Champion the customer - We put users first, make it easy, and build great products.
- Run together - We create belonging, deepen bonds, and team up.
- Ack and own - We see opportunities, make it yours, and do right.
- Take the lead - We disrupt more, improve everywhere, and learn forever.
- Bring your self - We earn trust, are present, and have heart.
Company HQ
SoMa, San Francisco, CA
Articles
Leadership
Alex Solomon
(GM (Platform))Previously an Engineer at Amazon. Was also CEO at PagerDuty for 10 years
People progressing
Joined as a Business Development Representative. Promoted to Inside Sales Representative after 1 year and is currently an Enterprise Account Executive
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 32 more jobs at PagerDuty