Commercial Renewals Manager EMEA

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.

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 the commercial segment for renewals across EMEA and be the architect of these conversations.
• Collaborate with multiple internal stakeholders (Account Executives, Customer Success Managers, Deal Desk, etc.) to ensure that our customers realise value and are set up for long-term success with Airtable.
• Drive and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships.
• 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

• 2+ years of quota-carrying Post-Sales / Customer Success / Account Management experience, preferably within a SaaS organisation and working with SMB, Commercial or Mid Market segment customers.
• Solid understanding of 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

• £Competitive 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.