Senior Associate Renewals Representative, Enterprise Accounts

26WD99263

Role Overview The Senior Associate Renewals Representative, Enterprise Accounts owns and executes renewal motions for a portfolio of enterprise customers. This role independently closes renewals, drives seat expansions at the time of renewal, and defends the existing customer base through strong execution and customer first engagement. The role requires proficiency with CRM and renewal tracking systems, effective negotiation skills, and close collaboration with Enterprise Account Executives (EAEs) and Customer Success Managers (CSMs) to identify cross sell opportunities and mitigate customer health risks. Key Responsibilities Renewal Ownership & Execution • Own and execute end to end renewal motions for assigned enterprise accounts, streamlining workflows with moderate guidance. • Independently close renewals to ensure timely and accurate execution while defending the existing customer base. Expansion & Growth • Drive and close same buyer seat expansions at the time of renewal for non EBA accounts, maintaining high levels of customer satisfaction. Customer & Procurement Engagement • Partner directly with customer procurement teams to execute complex Enterprise Business Agreement (EBA) renewals. Forecasting & Pipeline Management • Develop, manage, and report renewal forecasts and pipeline for assigned enterprise accounts. Skills & Core Competencies • Organizational & Time Management: Effectively manage high volume renewal cycles with minimal supervision, balancing priorities and meeting deadlines. • Communication: Communicate clearly and professionally with customers and internal stakeholders to ensure alignment and accurate information exchange. • Customer First Mindset: Apply a customer centric approach to drive retention, long term value, and operational excellence. • CRM & Renewal Systems: Proficient in CRM and renewal tracking systems to monitor account status, automate workflows, and flag exceptions. • Negotiation: Apply negotiation skills to secure timely renewals and protect account value. Account Team Unit (ATU) Collaboration • Co Sell Execution: Collaborate with Enterprise Account Executives to support cross sell and expansion opportunities with moderate guidance. • Post Sales Partnership: Work closely with Customer Success Managers to understand usage trends and customer health risks ahead of renewal cycles. • Customer Insights: Proactively share insights on churn risks, renewal blockers, and missed upsell opportunities across teams and geographies. Required Qualifications • Bachelor’s degree in Business, Finance, Sales, or a related field, or equivalent practical experience. • 4–6 years of experience in renewals, account management, inside sales, or customer facing commercial roles. • Proven ability to independently close renewal transactions in a high volume, deadline driven environment. • Experience working with enterprise customers, procurement teams, and complex commercial terms. • Strong proficiency with CRM and renewal management tools. Preferred Qualifications • Experience supporting enterprise or strategic accounts in a SaaS or subscription based business model. • Familiarity with Enterprise Business Agreements (EBAs) or multi year, complex renewal structures. • Demonstrated success driving seat expansions or upsell motions at renewal. • Experience partnering closely with Account Executives and Customer Success in a team based selling model. • Advanced negotiation or commercial training. RS27

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