[Hiring] Renewals Manager @Asana

Role Description

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.

This role can either be fully remote depending on which US state you live in, or based in our San Francisco office 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.

What you’ll achieve:

• Negotiate all facets of contract renewals using commercial judgment.
• Identify customer needs and demonstrate strong account management capabilities to drive on-time renewal closure.
• Engage decision makers to identify customer requirements, budget, key stakeholders, approval processes, and uncover roadblocks.
• Develop and deliver win/win negotiation strategies that maximize contract value while protecting and enhancing the customer relationship and the value they are realizing from Asana.
• Maintain and report an accurate rolling 150-day forecast. Analyze renewal data to identify trends.
• Document all renewal steps, in accordance with Renewal Guidelines, clearly in SFDC/Clari systems.
• Manage the quote-to-close processes for all renewals within an assigned territory. Create and negotiate strategic pricing and packaging proposals.
• Effectively defend against competitive pressures and articulate Asana’s differentiating factors.
• 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.
• Contribute to the design and implementation of efficient renewal processes, identifying and resolving inefficiencies.

Qualifications

• 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.
• Able to work West Coast - Pacific Time Working Hours.
• Customer Relationship Management: Exceptional ability to build and maintain strong customer relationships.
• Communication Skills: Excellent verbal and written communication skills. Experienced in contract negotiations, value selling, discovery, and closing. Strong presentation skills and executive presence.
• Analytical Skills: Maintain a forecast and have an analytical mindset to analyze data and identify trends.
• Problem-solving Skills: Ability to identify and resolve issues related to renewals.
• Knowledge of Asana Products: Familiarity with work management and the Asana platform.
• Proficiency in relevant tools: Experience with quoting systems, contracting tools, and subscription management systems.
• Understanding of ARR and Renewals: A deep understanding of these concepts.
• Approaches work with empathy and a creative, problem-solving mindset.
• Thrive in a continually evolving environment while balancing a book of business and customer satisfaction.
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.

Benefits

• Mental health, wellness & fitness benefits.
• Career coaching & support.
• Inclusive family building benefits.
• Long-term savings or retirement plans.
• In-office culinary options to cater to your dietary preferences.