Regional Director, Renewals

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Job Description:
We are looking for an ambitious, operationally-minded, data-oriented leader who will be responsible for managing and renewing a large portfolio of customer contracts. The regional Director of Renewals will lead a team of Renewal Managers responsible for achieving world-class gross and net retention for large volumes of customer accounts. We are looking for someone who is passionate about identifying, recruiting, hiring, managing and elevating talented team members as they grow in their careers. This person will be accountable for all aspects of this team, including helping team members ramp into their role and gain comfort with our product offerings, coaching them in negotiation tactics and renewal strategy, and helping to optimize the renewal process for our customers. You will play a key role in our company's strategy and in helping us accomplish our goals. You and your team will provide critical customer feedback to help our team and other Pluralsight stakeholder groups better understand the needs of this unique customer group. This role reports into our Global VP of Renewals.
The ideal candidate will have a proven track record of leading and managing in a software sales or retention role. This person must be comfortable and eager to lead with data and analytics, and must understand the nuances of B2B software and recurring revenue motions. The ideal candidate has experience recruiting, managing and motivating individual contributors in a sales or retention position. This person will have exceptional communication skills and must be comfortable in a results driven environment. Ideal candidates will have experience optimizing renewal motions, forecasting against sales or retention targets, and negotiating and closing customer contracts.
Who you are:

  • You are passionate about developing people and delivering results
  • You are an amazing communicator and effective influencer with organizational and strategic thinking skills. People trust and follow you.
  • Persistent Problem-Solver- You understand our business goals, can adapt as the business changes, and find ways to create solutions for your team and customers
  • You have extreme ownership of your business
  • You are competitive with yourself, yet collaborative with other team members up, down, and across the business
  • You have the ability to listen, think logically, strategically, and tactically to solve complex problems
  • You are self-motivated, demonstrating an ability to assume responsibility and work autonomously
  • You are an inquisitive, critical thinker who is always looking for how things can work better
  • Eye-on-the-prize kinda person- You love to win, just like the other Sales and Success teams you collaborate with.


What you'll own:

  • Meet and exceed renewal targets - Guide your team to renew customer contracts and meet or exceed Gross Retention targets. Coach your teams to partner effectively with our sales organization to also drive Net Retention for this portfolio. Collaborate with teammates in the renewal team, within Customer Success, and beyond to optimize the customer experience.
  • Own your business - Be fully accountable for every aspect of your customer portfolio as if you truly owned this business. Maintain accuracy of SFDC data and data integrity across any other repository / platform. Run effective team meetings. Be accountable and help create a culture of accountability within this organization. Be accountable for negotiated non-standard contractual terms and conditions. Manage your team's upstream activity to ensure successful downstream performance. Be accurate in your forecasts. Travel on an as-needed basis to meet with your dispersed team members.
  • Be a trusted partner - Partner effectively and cross-functionally with teams supporting this customer segment (Customer Success CoE, Retention Marketing, Data Science, RSO, Product, People Ops, Enablement, etc.). Collaborate with your partners in the sales organization with a team-first approach. Advocate on behalf of your customers where needed. Provide input and guidance to our enablement team to optimize the onboarding experience for new team members.
  • Lead your team - Recruit, hire, train and manage your team of Renewal Managers. Help your team members grow and be aware of their varied career goals, articulate growth opportunities to them that meet their needs. Foster learning and development and provide opportunities for team members to grow through expanded responsibilities, mobility and leadership roles. Conduct recurring team meetings, 1-on-1s and quarterly business reviews as well as less formal employee touchpoints.
  • Embrace technology tools - Leverage the technology tools provided to you to increase the success, repeatability, and scalability of the customer renewal motion.


Experience you'll need:

  • Track record of exceeding performance targets as an individual contributor and sales / renewal leader
  • Experienced in negotiations
  • Experience managing a large volume of accounts a plus
  • Solution sales experience a plus
  • Negotiation of non-standard contractual terms and conditions
  • Understanding of a SaaS sales and renewal cycle - forecasting, communicating, negotiating, closing
  • Experience leading dispersed team members
  • Strong operational mindset and ability to execute against specified targets
  • Strong interpersonal and communication skills, and an ability to simplify business challenges and create actionable solutions
  • A bachelor's degree or equivalent work experience with a minimum of 5 years of B2B Saas experience and a minimum of 3 years as a software sales / renewal leader or equivalent experience


Ideally what you've done:

  • Sold or renewed enterprise software solutions agreements to IT, Learning, and Engineering, and tech leader decision makers within the Engineering Org
  • Negotiated with customer procurement teams to sell or renew B2B SaaS products
  • Have a demonstrable, successful track record of meeting and exceeding performance targets as an individual contributor and sales / renewal leader
  • Proven track record of managing a large portfolio of small- / medium-sized customers and handling a heavy volume of business
  • Proven track record of recruiting, training/developing and retaining high-performing talent
  • Self-motivated, demonstrating an ability to assume responsibility and work autonomously
  • Strong operational and analytical abilities


EOE Statement
Be Yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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Location

Feed off the energy of Downtown Austin. Sit in the grass of the Capital, talk business over Medici coffee, and become a regular at a local lunch spot!

An Insider's view of Pluralsight

How would you describe the company’s work-life balance?

Oh, it is incredible here. Pluralsight constantly reminds me how important I am to the company both personally and professionally. Pluralsight creates a space where I can work, grow, and connect with similar people in so many different parts of the world while still leaving enough room for me to focus and find joy in my personal life as well.

Chris (he/him)

Executive Assistant to the CMO

What's the biggest problem your team is solving?

The goal of a user profile is to provide a sense of identity in a personalized and centralized portfolio. Today, users provide this data in many different ways throughout the platform. Our greatest challenge is to build a unified profile with a centralized view of a user’s data to paint one clear picture of all their interactions in the platform.

Anesha (she/her)

Senior Product Manager | seeColor ERG Chair

What does career growth look like on your team?

We embrace a mindset of continuous improvement and encourage team members to take ownership of their careers. As part of that, we advise leaders and team members to co-create development plans. Whether it be up-skilling, re-skilling, or expanding their influence we believe in investing skills development and facilitating growth experiences.

Ai-ling (she/they)

SVP of Skills Content Platform

What makes someone successful on your team?

A successful individual brings their true self to work. Teams do not benefit from a group that contains like minded individuals from similar backgrounds. We learn so much from each other and about ourselves when we have a team with diverse ways of thinking and experiences. It also creates a healthy, challenging environment that befits the company.

M.A. (she/her)

Sr. Manager, Product & Technical Support

What are Pluralsight Perks + Benefits

Pluralsight Benefits Overview

LIVE YOUR BEST LIFE
In and out of the office

UNLIMITED PAID TIME OFF
Take time off when you need it. And we actually want you to use it.

SUMMER FRIDAYS
Enjoy five Fridays off during the summer months in your respective region.

PARENTAL LEAVE
Welcome your newest addition, whether by birth or placement, with 16 weeks of leave + 6 weeks of flex return.

WELLNESS
Stay on your A-game with standing desks and gym reimbursements.

MEDICAL COVERAGE
Comprehensive medical, dental and vision coverage with a few medical plan options to give you, your spouse or domestic partner and your children flexibility. Plans include mental health, infertility, bariatric, and acupuncture coverages.

TOTAL REWARDS
Feel appreciated with fair salary, bonus plans and 401k matching with immediate vesting.

OFFICE (AND HOME OFFICE) PERKS
Level-up office life with a snack wall, catered lunches and free massages, or for remote employees, make work from home work for you with our Remote Workspace Reimbursement program

TUITION REIMBURSEMENT
Learn something new and let us help you with the bill.

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Flexible work schedule
Remote work program
Diversity
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
Women @ Pluralsight, seeColor, PRIDE @ Pluralsight
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Team workouts
Mental health benefits
Financial & Retirement
401(K)
401(K) matching
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Generous parental leave
Family medical leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Even when your office is your living room, it can be good to get away from it. All Gurus get four weeks paid time off, 10 sick days, and enough holidays to make a banker blush.
Paid volunteer time
Paid holidays
We offer all employees paid time off for all major holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Pet friendly
Recreational clubs
Relocation assistance
Fitness stipend
Pluralsight reimburses up to $50 per month for health and fitness services and activities.
Home-office stipend for remote employees
Onsite gym
Professional Development Benefits
Job training & conferences
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Continuing education stipend
Continuing education available during work hours
Online course subscriptions available
Customized development tracks
Paid industry certifications

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