Abnormal AI is a behavioral AI security platform that protects email, identity, and AI—and stops insider threats. Trusted by 5,000 organizations. Backed by Greylock, Insight and Menlo.
About the role
Abnormal AI is looking for a Director of Renewals to own the strategy, performance, and operating model for our global renewals function. Reporting to the VP of Customer Success, you will lead the renewals organization and own revenue retention across Abnormal's multi-product behavioral security platform.
What they're looking for
- 10+ years of experience in renewals, post-sales, or account management within a B2B SaaS environment, preferably with 4+ years managing direct reports
- Proven track of owning gross retention as a top-line commitment at scale, with demonstrable improvement in retention and forecast accuracy across a full function
- Experience building or substantially maturing a renewals function: motion design, segmentation, playbooks, tooling, and the operating cadence behind them
- Executive presence and influence: able to shape strategy with C-level internal peers and lead the highest-stakes customer negotiations
- Strong quantitative and operational judgment: fluent in the forecasting models, retention economics, and systems (Salesforce, Gainsight) that run a modern renewals org
- Strong communication and leadership skills with the ability to develop, motivate and retain a team
More about this role
Abnormal AI is looking for a Director of Renewals to own the strategy, performance, and operating model for our global renewals function. Reporting to the VP of Customer Success, you will lead the renewals organization and own revenue retention across Abnormal's multi-product behavioral security platform. You will build the renewals engine that makes retention and cross-product expansion predictable at scale, set the standard for how Abnormal renews and expands its customers, and turn customer obsession into measurable retention outcomes.
- Own Abnormal's renewals strategy and operating model end to end: define the renewal motion, the segmentation approach, the playbooks, and the systems that enable the function to scale ahead with company growth.
- Lead, mentor, and develop a high-performing team of Renewal Managers/Specialists, setting clear goals and KPIs for renewal bookings, gross renewal retention, Upsell, and forecast accuracy.
- Manage and improve the full renewal lifecycle: engage early, negotiate terms, secure commitments, and collaborate with cross-functional teams (Customer Success, Sales, Ops, Finance) to ensure contract execution.
- Drive a data-driven renewal...
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