Renewals Manager

<p>The Renewals team plays a crucial role in Asana's success by collaborating with both customers and multiple cross functional teams. As a Renewals team member, your main responsibility is to oversee client renewals, renew existing licenses, discover growth opportunities, identify/mitigate risk and ensure high customer satisfaction to minimize churn. This role involves understanding customer needs, building strong relationships, having strong negotiation skills and staying current on Asana’s pricing and packaging.</p> <p>This role can either be fully remote depending on which US state you live in, or based in our San Francisco ofice with an office-centric hybrid schedule. If based in-office: The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.</p> <p><strong>What you’ll achieve:</strong></p> <ul> <li>Negotiate all facets of contract renewals using commercial judgment.&nbsp;&nbsp;&nbsp;</li> <li>Identify customer needs and demonstrate strong account management capabilities to drive on-time renewal closure.</li> <li>Engage decision makers to identify customer requirements, budget, key stakeholders, approval processes, and uncover roadblocks.</li> <li>Develop and deliver win/win negotiation strategies that maximise contract value while protecting and enhancing the customer relationship and the value they are realising from Asana</li> <li>Maintain and report an accurate rolling 150-day forecast. Analyze renewal data to identify trends.&nbsp;</li> <li>Document all renewal steps, in accordance with Renewal Guidelines, clearly in SFDC/Clari systems&nbsp;</li> <li>Manage the quote-to-close processes for all renewals within an assigned territory. Create and negotiate strategic pricing and packaging proposals.&nbsp;</li> <li>Effectively defend against competitive pressures and articulate Asana’s differentiating factors</li> <li>Identify risk early and navigate complex customer requests by effectively partnering with cross-functional groups such as Deal Desk, Sales Operations, Legal, Finance, Customer Success, and Sales Management to ensure customers realize value out of their investment in Asana.</li> <li>Contribute to the design and implementation of efficient renewal processes, identifying and resolving inefficiencies.&nbsp;</li> </ul> <p><strong>About you:</strong></p> <ul> <li>At least 3-5 years Renewals Experience: A proven track record of success and quota achievement in a renewal sales or related role. SaaS experience is a plus.&nbsp;</li> <li>Able to work West Cost- Pacific Time Working Hours</li> <li>Customer Relationship Management: Exceptional ability to build and maintain strong customer relationships.&nbsp;</li> <li>Communication Skills: Excellent verbal and written communication skills. Experienced in contract negotiations, value selling, discovery, and closing. Strong presentation skills and executive presence.&nbsp;&nbsp;</li> <li>Analytical Skills: Maintain a forecast and have an analytical mindset to analyze data and identify trends.&nbsp;</li> <li>Problem-solving Skills: Ability to identify and resolve issues related to renewals.&nbsp;</li> <li>Knowledge of Asana Products: Familiarity with work management and the Asana platform.&nbsp;</li> <li>Proficiency in relevant tools: Experience with quoting systems, contracting tools, and subscription management systems.&nbsp;</li> <li>Understanding of ARR and Renewals: A deep understanding of these concepts.</li> <li>Approaches work with empathy and a creative, problem-solving mindset&nbsp;</li> <li>Thrive in a continually evolving environment while balancing a book of business and customer satisfaction.</li> <li>Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making</li> </ul> <p>At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.</p> <p><strong>What we’ll offer</strong></p> <p>Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.</p> <p>For this role, the estimated base salary range is between $98,700 - $126,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.</p> <p>In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.</p> <p>We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:</p> <ul> <li>Mental health, wellness &amp; fitness benefits</li> <li>Career coaching &amp; support</li> <li>Inclusive family building benefits</li> <li>Long-term savings or retirement plans</li> <li>In-office culinary options to cater to your dietary preferences&nbsp;</li> </ul> <p>These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.</p><div class="content-conclusion"><p><strong>About us</strong></p> <p data-pm-slice="1 1 []">Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong.</p> <p data-pm-slice="1 1 []"><strong><a class="LinkThemeablePresentation LinkPrimaryPresentation LinkPrimaryPresentation--sentimentSelected PrimaryLink HighlightSol HighlightSol--core HighlightSol--buildingBlock" href="https://www.gem.com/form?formID=fbcdec8c-3442-43b9-9b45-d2b5f4ea25db" target="_blank">Join Asana’s Talent Network</a></strong>&nbsp;to stay up to date on job opportunities and life at Asana.</p></div>