Sr. Renewals Manager

What We Do:

Calm’s B2B team is committed to expanding access to mental health resources by building products for enterprises and the healthcare industry that drive positive health and business outcomes. Our suite of solutions include HIPAA-compliant resources, clinical programs, data and analytics tools, leadership and development workshops and more. What makes us unique? We take our award-winning approach to better sleep, mental resilience, and relaxation and combine it with scientifically backed techniques to create comfort and engagement throughout the mental health journey. Organizations rely on our expertise to fill the care gap created by stigma and life’s daily stressors, allowing them to take an active role in making effective mental health support possible for the people they serve.

You will be on the Renewals team and partner with Customer Success and Account Management teams to understand the customer’s adoption rates, experience with Calm, and any nuances that may impact the renewal. If you thrive in an evolving and fast-paced environment this is the role and team for you!

What You’ll Do:

We are seeking a highly motivated and results-driven Sr. Renewals Manager to join our dynamic team. In this role, you will gain a deep understanding of Calm’s Enterprise pricing structure, contracting process, and discuss ROI. The Sr. Renewals Manager will work very closely with the Customer Success and Sales team to drive incredible renewal rates and minimize churn. On this team, you will have the opportunity to work alongside the Customer Success, Sales, Marketing, SOPs and Product teams.

• Manage the renewals process, from proactively identifying upcoming renewals, identifying upsell and expansion opportunities, negotiating terms, pricing and contract extensions for our Enterprise/Strategic level customers
• Build and maintain strong relationships with internal and external counterparts
• Participate in Customer Success led business reviews, and lead Renewals meetings as needed
• Ability to accurately forecast book of business as it relates to upsell, churn, and high priority renewals
• Serve as an expert on the ROI and value proposition of Calm
• Become a trusted business partner with customers and foster effective conversations with them around benefits, digital health strategies and how Calm fits in, all geared toward contract and value expansion

Who You Are:

• A self-starter with excellent organizational skills and the ability to handle various tasks
• Highly skilled with discovery techniques and negotiation
• Experience partnering with Enterprise/Strategic level accounts and understanding the nuances that come with larger organizations
• Executive presence and experience collaborating with Finance and Legal teams
• Rich knowledge of how to navigating a complex renewal deal cycle
• Ability to collaborate with different individuals across the organization and a “roll-up the sleeves” approach to accomplish all necessary tasks
• Exceptional communication skills
• Proficient in using Salesforce
• Willingness to take on additional tasks or projects that are beneficial to the team and the organization
• Expertly navigate complex complete renewal cycles with little to no oversight
• Ability to coach and uplevel members of the team

Nice to Haves:

• Experience working in a fast-paced start-up environment
• A passion for mental fitness and well being
• Experience with project management and change management
• Familiarity with the digital health and wellness landscape
• Experience and familiarity with MEDDPICC sales methodology

Minimum Requirements:

• This role typically requires 8+ years of relevant experience in a Sales or Renewals role

The on target earnings for this role are $155,000 annualized with a 75/25 split between base pay and incentive compensation. Exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications. This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.

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