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- Tasks: Lead the renewals process and drive customer success with Airtable.
- Company: Airtable is a no-code app platform trusted by over 500,000 organisations worldwide.
- Benefits: Enjoy competitive pay, flexible time off, mental health support, and a monthly lifestyle wallet.
- Why this job: Join a dynamic team shaping the future of work in a fast-growing tech environment.
- Qualifications: 5+ years in post-sales roles, strong negotiation skills, and a collaborative mindset required.
- Other info: Fluency in French or German is a plus; we value diversity and inclusivity.
The predicted salary is between 48000 - 84000 ÂŁ per year.
Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done. Since landing in EMEA in 2022, Airtable has built a full go-to-market function in the region from our London office and is now accelerating its next phase of growth. Our expansion includes launching an on-the-ground team in France and Germany. Already in the region, we power some of the world’s leading FTSE 100, CAC 40, and DAX 40 brands—and we’re just getting started. Our success is tied to each customer realising the value of Airtable in unique ways and their business objectives. Realising that value can happen in many different ways and at different moments depending on the customer. The renewal serves as an important milestone for us to help each of our customers plan for the future in a specific way that will allow them to unlock the maximum potential of our product.
What you will be doing
- Pitch the vision of Airtable, implement creative solutions and negotiation tactics that mitigate churn, and identify new and strategic opportunities at renewal time that drive expansion.
- Own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships.
- Actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments.
- Maintain and report an accurate rolling 90-day forecast of renewals in your territory.
- Negotiate and execute renewal contracts (in partnership with legal) that align to customer goals.
- Discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth.
- Develop playbook for renewal engagement maximising revenue retention.
Who you are
- 5+ years of quota-carrying Post-Sales / Customer Success / Account Management experience, preferably within an Enterprise SaaS organisation.
- Solid understanding of Enterprise SaaS applications and collaboration technology.
- Consistent track record of achieving personal and team goals.
- Negotiation skills and demonstrated capability closing large, complex contracts.
- Collaboration skills and successful experiences working with internal XFN partners (Rev Ops, Biz Tech) as well as customer-facing counterparts (Sales & Success).
- Ability and eagerness to grow business in a strategic manner, i.e. creating new processes and initiatives.
- Approaches work with empathy and a growth mindset - you are a self-motivated and proactive team player.
- History of thriving in ambiguity and fast-evolving environments.
Nice to have: Fluent French or German speaker.
What we offer
- ÂŁCompetitive base + variable (70/30 split) and RSU (Restricted stock unit) package.
- In addition to NHS coverage, you will have access to supplemental insurance 100% covered (and your dependents covered at 85%).
- Competitive pension scheme, life insurance, paid leave and sick leave.
- Complimentary mental health support via Modern Health.
- Family planning support via Carrot (fertility, adoption, and surrogacy).
- Flexible and generous time off and sick time benefits.
- Monthly “Lifestyle Wallet” to use for benefits like personal fitness (e.g., gym memberships, fitness equipment, etc.) to pet care to nutrition coaching, and more.
- Supplemental reimbursement for Gender Affirmation procedures and services.
- Legal services - access to online tools to legal forms.
At Airtable, we embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. We strive for Airtable to be a pleasant and supportive place to work, and to attract and retain a diverse team of talented people. We take great pride in holding everyone accountable for treating each other with dignity and respect. Airtable is committed to working with and providing reasonable accommodation to individuals with disabilities.
Enterprise Renewals Manager EMEA employer: Airtable
Contact Detail:
Airtable Recruiting Team
hr@airtable.com
StudySmarter Expert Advice 🤫
We think this is how you could land Enterprise Renewals Manager EMEA
✨Tip Number 1
Familiarise yourself with Airtable's platform and its unique selling points. Understanding how Airtable empowers organisations will help you articulate its value during interviews and discussions.
✨Tip Number 2
Network with current or former employees of Airtable, especially those in similar roles. They can provide insights into the company culture and expectations, which can be invaluable during your application process.
✨Tip Number 3
Prepare to discuss your experience with negotiation and upselling in detail. Be ready to share specific examples of how you've successfully managed renewals and driven customer growth in previous roles.
✨Tip Number 4
Showcase your ability to thrive in fast-paced environments by sharing relevant experiences. Highlight any instances where you've adapted quickly to change or ambiguity, as this is crucial for the role at Airtable.
We think you need these skills to ace Enterprise Renewals Manager EMEA
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in post-sales, customer success, or account management, especially within an Enterprise SaaS environment. Use specific metrics to demonstrate your achievements, such as quota attainment and successful contract negotiations.
Craft a Compelling Cover Letter: In your cover letter, express your enthusiasm for Airtable and the role of Enterprise Renewals Manager. Discuss how your skills align with their needs, particularly your negotiation tactics and ability to collaborate with cross-functional teams.
Showcase Relevant Skills: Emphasise your negotiation skills and experience in closing complex contracts. Mention any familiarity with collaboration technology and your ability to thrive in fast-evolving environments, as these are key aspects of the role.
Prepare for Questions: Anticipate questions related to your experience with renewals and upselling. Be ready to share specific examples of how you've successfully navigated challenges in previous roles, particularly those that required collaboration with sales and legal teams.
How to prepare for a job interview at Airtable
✨Understand Airtable's Vision
Before the interview, make sure you have a solid grasp of Airtable's mission and how it empowers organisations. Be prepared to discuss how your experience aligns with their vision and how you can contribute to their growth in the EMEA region.
✨Showcase Your Negotiation Skills
As a Renewal Manager, negotiation is key. Prepare examples from your past experiences where you successfully negotiated contracts or resolved conflicts. Highlight your strategies for mitigating churn and driving expansion during renewals.
✨Demonstrate Collaboration Experience
This role requires working closely with various internal stakeholders. Be ready to share specific instances where you collaborated with cross-functional teams, such as Sales or Customer Success, to achieve common goals. Emphasise your ability to build relationships and work effectively in a team.
✨Prepare for Questions on Customer Success
Since the role focuses on ensuring customers realise value, think about how you would approach customer success. Prepare to discuss how you've helped clients overcome challenges and maximise their use of a product, particularly in an Enterprise SaaS context.
