Renewals Manager, Abnormal Security

East

Salary not provided

+ equity

Salesforce
Gainsight
Mid level
Remote in US
Abnormal Security

Cloud email security platform

Open for applications

Abnormal Security

Cloud email security platform

501-1000 employees

B2BArtificial IntelligenceSaaSCyber SecurityCloud ComputingFraud

Open for applications

Salary not provided

+ equity

Salesforce
Gainsight
Mid level
Remote in US

501-1000 employees

B2BArtificial IntelligenceSaaSCyber SecurityCloud ComputingFraud

Company mission

To make the cloud a safer place for businesses.

Role

Who you are

  • Motivated, goal-oriented - capable of swiftly adjusting and responding to potential quick changes in priorities and organizational strategies
  • Comfortable in a fast-paced, high-volume environment
  • Able to balance competing priorities across multiple deals simultaneously
  • Highly effective in process management with a keen attention to detail
  • Excellent executive level communication and presentation skills
  • Expert commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business
  • Ability to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive level
  • High competency in SaaS pricing and licensing options
  • Experience in a quota carrying role with proven achievement
  • Ability to project manage the renewal cycle, pulling in necessary resources
  • High degree of creative ability, analytical and business skills, and independent judgment
  • Proficiency with Salesforce.com (Gainsight is a plus)
  • 3+ years working in Renewals / Customer Success role
  • Proficient in negotiation and overcoming objections, enabling value-focused contract discussions

What the job involves

  • Drive and complete full renewal lifecycle, from opportunity identification to negotiation to close, in assigned territory per Gross Revenue Retention targets
  • Carry out win/win negotiation strategies for renewals that maximize contract value while protecting and enhancing customer trust, with a preference for early, multi-year renewals
  • Utilize data to steer impactful discussions with customers
  • Coordinate closely with assigned Account Executives to identify opportunities to up-sell/cross-sell into the renewal
  • Develop a deep understanding of the customer procurement process
  • Monitor and accurately report on customer accounts, renewal pipeline, gross retention and renewal forecasts on a rolling basis
  • Partner with channel to provide positive partner experience and promote good relationships

Application process

  • Initial Application
  • Recruiter Interview
  • Hiring Manager Interview
  • Skills Assessment
  • Final Interviews

Our take

Fraud involving impersonation is one of the top causes of online financial crime. Criminal tactics like email account spoofing, where the criminal impersonates an official account to steal personal information or money, are rife. Abnormal Security is a startup aimed at handling these hyper-targeted and personalized email attacks by analyzing communications and identifying potential fraud before it can take place.

The fraud detection space is extremely competitive but Abnormal Security differentiates itself through its focus on the threat of impersonation rather than a spectrum of threats. This has allowed it to amass a wealth of data relating specifically to high-risk impersonation attacks, analyzing over 45,000 signals to detect any anomalies.

Its specialized approach has fueled rapid growth, leading to a $4B valuation after a Serice C Funding round. Now, Abnormal plans to double down on product development and expand internationally, prioritizing markets where data security laws necessitate a local presence. By staying focused on impersonation, Abnormal Security positions itself as a formidable force in the fight against online financial crime.

Freddie headshot

Freddie

Company Specialist

Insights

Top investors

Few candidates hear
back within 2 weeks

11% employee growth in 12 months

Company

Funding (last 2 of 4 rounds)

Aug 2024

$250m

SERIES D

May 2022

$210m

SERIES C

Total funding: $534m

Company benefits

  • Healthcare
  • Flexible PTO
  • 401k
  • One Medical
  • Flexible Spending Account
  • Mental Health Resources
  • Home Office Stipend
  • Monthly Internet & Phone Stipend
  • Health and Wellness Stipend

Company HQ

Yerba Buena, San Francisco, CA

Founders

Having started their career as a Software Engineer, co-founded GamerNook.com, Bloomspot, and Adstack before spending 3 years at Twitter. Co-founded Abnormal Security in April 2018, and has been CEO since.

Previously Senior Software Engineer at Twitter and Google. Was also Software Architect at TellApart.

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