Renewals Manager, Otta
£76-96k
OTE
£48-60k
BASE
Hybrid, flexible working
2+ days a week in office (Old Street, London)
The better way to find a job in tech
Otta Certified
Job no longer available
The better way to find a job in tech
21-100 employees
Otta Certified
Job no longer available
£76-96k
OTE
£48-60k
BASE
Hybrid, flexible working
2+ days a week in office (Old Street, London)
21-100 employees
Company mission
Our mission is to become the best platform for candidates and companies to find each other. We’ve merged with Welcome to the Jungle, and share a common vision of the need to reinvent the candidate job search experience and make job search less soul-crushing.
Role
Who you are
- 7 years of experience within Renewal Management and/or Account Management - ideally within B2B SaaS environment
- Strong negotiation skills with experience in driving contracts to completion on time
- Ability to demonstrate strategic mindset to enable persuasive value conversations with customers at an executive level
- Ability to manage and accurately forecast against a book of renewable business
- Experience in quota-carrying role with proven achievement
- Strong level of urgency, organisation and prioritisation skills
- Ability to draw valuable insights from data and create compelling narratives
- Ability to project manage the renewals cycle, pulling in necessary resources
What the job involves
- Drive and complete full renewal lifecycle from opportunity identification to negotiation to close, with Otta’s top tier partners
- Carry out win/win negotiation strategies for renewals that maximise contract value while protecting and enhancing customer trust, with a preference for multi-product deals
- Utilise data to build compelling narratives in order to steer impactful conversations with customers, educating them on the value and benefits of continuing their partnership with Otta
- Coordinate closely and collaboratively with Customer Success Managers to identify opportunities to upsell and cross sell to
- Develop a deep understanding of the customer procurement process, and work with legal teams to review and finalise contract terms
- Monitor and accurately report on customer accounts, renewal pipeline, gross retention and renewal forecasts on a rolling basis, presenting opportunities for improvement and growth
- Provide feedback to internal teams (Marketing, Sales, Customer Success, RevOps) based on client interactions to enhance Otta’s product offerings
- Work closely with the Commercial Director and UK Country Manager to define, rollout and track progress against the wider commercial strategy
- This is an individual contributor role, on a team of 1, who will report into the UK Commercial Director. They will collaborate closely with Customer Success Managers and Sales Managers
Application process
- Exploratory call with Fin (VP Commercial) to understand your motivations, experience to date, & answer any initial questions you have (30 mins)
- Mock Renewal meeting with Steph (Head of Sales) to test your core sales skills, including a follow-up written assignment (45 mins)
- Skills interview with Lauren & Naveeth (Customer Success) to discuss your approach to certain scenarios, specific to Otta and the role, and your working style (60 mins)
- Values interview with Caroline (Country Manager) to discuss what you might bring to the role, how you might embody our values, and any final questions from you (45 minutes)
Salary benchmarks
Our take
Sam Franklin
CEO of Otta
Looking for a job is a frustrating experience. It’s incredibly hard to find a good match. Job adverts lack useful information like salary and diversity data. Companies sometimes never respond. Otta was created in 2019 to make finding a job in tech less soul crushing.
In January 2024, Otta merged with Welcome to the Jungle. Our ambition is to become a global leader in the world of work, and help candidates and companies find each other through our job matching, recruiter solutions including employer brand, and media.
Otta and Welcome to the Jungle both believe in a future of work based on the power of matching. Both companies share the same DNA that disrupts market conventions and are obsessed with helping people find exciting and meaningful work.
Insights
Most candidates hear
back within 2 weeks
62% female employees
280% employee growth in 12 months
Company
Employee endorsements
Inspiring mission
"We've all had terrible experiences when trying to find a new role - it's at best tolerable and at worst utterly soul destroying. Because of Otta's..."
Funding (last 2 of 3 rounds)
Jan 2022
$20m
SERIES A
Aug 2020
$2.9m
SEED
Total funding: $24.1m
Company benefits
- 24 days of annual leave + bank holidays
- In addition, we have a winter break where the office closes from 25 December to 1 January, so everyone can recharge
- We are trialling a 4 day week from June to December 2024, so everyone gets every Friday off
- £1,000 self-care allowance to spend each year on your wellness or personal development
- Universal parental leave - 13 weeks' full pay, 13 weeks' half pay, 13 weeks' statutory pay (if you have been with us for at least 6 months), 13 weeks' unpaid (optional)
- Health insurance with AVIVA, including dental and optician cover
- Breakfast, snacks and drinks at the office every day
- Lunch at the office every second Wednesday
- Cycle-to-work scheme with GCI (no £1,000 limit)
Company values
- Candidates first — Otta was started to make job search less soul crushing. Our main focus is meticulously crafting the best experience for candidates
- There for each other — Startups are hard, but more enjoyable when working with great people. We are supportive and generous with our time, whether it's giving feedback or brightening up someone's day
- We challenge because we care — We believe challenge allows us to reach new heights. From personal development to product design, we challenge because we care about each other and Otta’s success
- What’s the return? — We like to make a lot happen with a little. Doing this requires an evaluation of return on investment, and discipline to work on the problems that will have the biggest impact
- What would it take to learn faster? — Speed of iteration typically beats quality of iteration. We move fast when it helps us learn faster - we feel safe taking risks, finding smart shortcuts, or shipping experiments
- What could exceptional look like? — Our standards are high, and there are moments where it's worth pushing them further. We're comfortable asking hard questions to explore how to make something exceptional
Company HQ
Finsbury, London, UK
Founders
Jeremy Cledat
(CEO of Welcome to the Jungle)Previously work in venture capital firms for 6 years, then created Welcome to the Jungle in 2015.
Caroline Fischer
(Country Manager of Otta)Grew her career in commercial, operational and leadership roles in tech companies - big and small - in London.
People progressing
Abby joined Otta as a Business Operations Associate and was promoted to Customer Success Lead after 7 months. She is now Head of Commercial Operations.
Sarah joined Otta as a Finance Lead and was promoted to Head of Finance after one year with the company.
Diversity & Inclusion at Otta
Claudia Gallon (People Partner)
- Though we’re quite early in our journey, our employees are starting to roll out initiatives that help us to better understand and empathise with each other and the world around us. We collect meaningful data in our onboarding survey, conduct privilege awareness workshops as part of employee onboarding, and anonymise tasks during interview processes to eliminate bias. Diverse employees make for an inclusive product.
- We’re committed to a feedback-driven and transparent culture, as we work to make Otta a workplace where everyone feels welcome and all voices are heard. An environment where conversations between socially different people are seen as opportunities to learn, anticipate alternative viewpoints, and generally grow our business.
- We’re continually iterating our product to do better. We collect meaningful diversity data from companies to inform candidates about gender split, we create transparency through sharing salary ranges, we donate to social mobility causes every time someone secures a new role through Otta. And there is so much more to come. We’re thankful for the opportunity to listen to and learn from our candidates.
- Our Employee Resource Groups (ERGs) are integral to fostering a diverse, equitable, and inclusive workplace. Our Women’s Group, LGBTQIA+ Group, Disability Group, and Black Employee Network provide vital support and advocacy, creating spaces for connection, growth, and empowerment. Through these ERGs, we celebrate diversity and ensure every employee can bring their whole self to work.
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