Renewals Manager

## About the Role As a Renewals Manager at Asana, you will play a vital role in driving revenue growth through successful client renewals and identifying opportunities for expansion. Your expertise in negotiation, account management, and customer relationship-building will be crucial in delivering exceptional customer experiences and minimizing churn. You will work closely with cross-functional teams, including Sales, Customer Success, and Legal, to ensure seamless renewals and quote-to-close processes.

The Renewals team at Asana is a dynamic and collaborative group, passionate about delivering results and driving growth. As a key member of this team, you will be expected to thrive in a fast-paced environment, balancing multiple priorities and responsibilities while maintaining a high level of attention to detail.

Asana's work management platform is designed to help teams stay organized and focused on their goals. As a Renewals Manager, you will have the opportunity to work with a wide range of customers, from small businesses to large enterprises, and help them achieve their objectives through the effective use of Asana's products.

## What You Will Do - Negotiate all facets of contract renewals using commercial judgment and develop win-win negotiation strategies that maximize contract value while protecting and enhancing customer relationships - 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 strategic pricing and packaging proposals that meet customer needs and drive revenue growth - Maintain and report an accurate rolling 150-day forecast and 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 - Effectively defend against competitive pressures and articulate Asana's differentiating factors - Identify risk early and navigate complex customer requests by partnering with cross-functional groups - Contribute to the design and implementation of efficient renewal processes, identifying and resolving inefficiencies

## What We Are Looking For - At least 3-5 years of experience in renewal sales or a related role, with a proven track record of success and quota achievement - Ability to work West Coast - Pacific Time working hours - Exceptional customer relationship management skills, with the ability to build and maintain strong relationships with customers - Excellent verbal and written communication skills, with experience in contract negotiations, value selling, discovery, and closing - Analytical mindset, with the ability to analyze data and identify trends - Problem-solving skills, with the ability to identify and resolve issues related to renewals - Knowledge of Asana products and the work management platform - Proficiency in relevant tools, including quoting systems, contracting tools, and subscription management systems - Understanding of ARR and renewals, with a deep understanding of these concepts - Approaches work with empathy and a creative, problem-solving mindset

## Nice to Have - Experience working in a SaaS company, with a strong understanding of the industry and its trends - Familiarity with AI tools and emerging technologies, with a willingness to learn and adapt - Certification in sales or a related field, with a strong understanding of sales principles and methodologies - Experience working in a remote environment, with the ability to work independently and collaboratively as part of a distributed team

## Benefits and Perks - Competitive salary and benefits package - Opportunity to work with a leading work management platform and a dynamic, collaborative team - Flexible working hours and remote work options - Professional development and growth opportunities - Access to cutting-edge tools and technologies - Comprehensive health and wellness program - Generous PTO and vacation policy - Employee stock purchase plan and equity options

- Tip: Make sure you have a strong understanding of Asana's products and the work management platform, as well as the SaaS industry and its trends.

• Be prepared to provide examples of your experience in renewal sales and account management, and how you have driven revenue growth and customer satisfaction in previous roles.
• Highlight your analytical and problem-solving skills, and your ability to work in a fast-paced environment with multiple priorities and responsibilities.
• Show your creativity and willingness to learn, and your ability to adapt to new tools and technologies.
• Be prepared to discuss your experience working in a remote environment, and how you stay organized and focused while working independently.
• Tip: Research the company culture and values, and be prepared to discuss how you align with them and how you can contribute to the team.
• Be prepared to ask questions, such as what a typical day looks like in the role, and what the biggest challenges are that the team is facing.