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Director, Renewals Management

United States, New York

At Dataiku, we're not just adapting to the AI revolution, we're leading it. Since our beginning in Paris in 2013, we've been pioneering the future of AI with a platform that makes data actionable and accessible. With over 1,000 teammates across 25 countries and backed by a renowned set of investors, we're the architects of Everyday AI, enabling data experts and domain experts to work together to build AI into their daily operations, from advanced analytics to Generative AI.

 

The Director, Renewals Management will drive the end-to-end contract renewal process, ensuring timely renewals while maximizing upsell and cross-sell opportunities.  Reporting directly to our SVP of GTM Strategy, the Director will build and lead the team responsible for enhancing processes, mitigating risks, and delivering high renewal rates. With a customer-focused approach, the Director will resolve challenges, negotiate agreements, and maintain strong partnerships to minimize churn and sustain customer satisfaction.

How you'll make an impact

  • Manage the end-to-end renewal process for all assigned contract renewals, ensuring timely and successful contract renewals.
  • Identify opportunities for upselling and cross-selling additional products or services to existing customers.
  • Develop and present compelling value propositions that meet customer needs.
  • Drive live engagements directly with customers to ensure partnership alignment and negotiate agreements for the next contract term.
  • Develop and execute strategies to maximize renewal rates and minimize churn.
  • Enlist the efforts of Customer Success and senior sales leadership when necessary to accelerate the contract renewal process, mitigate identified risk, and ensure customer satisfaction.
  • Own contract processes to close - including reviewing renewal details, quote creation, maintenance of Dataiku dealboard and Salesforce opportunity records, sending of order forms, forecasting renewals outcomes, and tracking progress of signature to close.
  • Identify at-risk accounts and put together a strategy to secure the renewal, as needed.
  • Partner with Customer Success Ops and Rev Ops to communicate challenges in our current renewal process and advocate for improvements to increase our operational efficiency.
  • Identify opportunities to expand Dataiku’s footprint and differentiated value within an account as part of the renewal process.
  • Establish and maintain effective, cooperative working relationships with customers, both via phone and email. This includes objection-handling and problem-solving when customers request discounts, indicate they don’t want to renew, alert us that they’re evaluating competing solutions, etc.

What you'll need to be successful

  • At least eight years of experience in a customer-facing role, preferably in sales, account management, customer success, or renewal management
  • Experience managing and negotiating contracts, developing pricing proposals based on customer need, with a track record of successful closing of renewals and upselling is ideal
  • Experience with Salesforce (particularly working with the ‘opportunity’ object), prospecting/engagement tools, and other relevant tools
  • Proven strengths in outbound prospecting skills
  • Intellectually curious self-starter with a knack for problem-solving 
  • Has managed a book of business or prospect target list effectively
  • Comfortable with a high volume of accounts and live engagements with prospects/customers
  • Clear and effective communicator, adept at both written and verbal communication with customers and internal stakeholders
  • Phenomenal organizational skills and attention to detail
  • Previous B2B SaaS and/or enterprise software experience
Compensation and Benefits

The final compensation package for this role will be determined during the interview process and is based on a variety of factors, including, but not limited to, geographic location, internal equity, education, skill set, experience and training. Eligible roles may also be entitled to receive commission or other variable compensation through Dataiku's incentive compensation program. 

Dataiku also offers comprehensive benefits, including stock options, medical, dental, and vision plans, flexible spending accounts, pre-tax commuter benefits, a 401k company match, paid vacations and sick leave, paid parental leave, employer paid disability coverage, and additional health and wellbeing perks and benefits. Dataiku reserves the right to amend or modify employee perks and benefits at any time.

US only national base pay ranges

$165,000 - $185,000 USD

What are you waiting for!

At Dataiku, you'll be part of a journey to shape the ever-evolving world of AI. We're not just building a product; we're crafting the future of AI. If you're ready to make a significant impact in a company that values innovation, collaboration, and your personal growth, we can't wait to welcome you to Dataiku! And if you’d like to learn even more about working here, you can visit our Dataiku LinkedIn page.
 
Our practices are rooted in the idea that everyone should be treated with dignity, decency and fairness. Dataiku also believes that a diverse identity is a source of strength and allows us to optimize across the many dimensions that are needed for our success. Therefore, we are proud to be an equal opportunity employer. All employment practices are based on business needs, without regard to race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. This applies to all policies and procedures related to recruitment and hiring, compensation, benefits, performance, promotion and termination and all other conditions and terms of employment. If you need assistance or an accommodation, please contact us at: reasonable-accommodations@dataiku.com

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