Renewals Account Manager Enterprise SaaS

at  Schema App

Schema App is a fast-paced, profitable SaaS company headquartered in Guelph, Ontario and proud of our Canada-wide team. We are a smart, collaborative team on a mission to own the Enterprise Content Knowledge Graph market globally.
Schema App is proud to call SAP, Gusto, and Henry Ford Health our customers. We are the leaders in a niche area of search engine optimization (SEO), called schema markup. Our comprehensive end-to-end solution empowers Digital Marketing Teams to achieve organic search results. Our technology is essential with the evolution of AI Search (ChatGPT, Bard, Gemini). The knowledge graphs we build can be re-used by Content teams to get insights on their content.
Visit Schema App at www.schemaapp.com or on LinkedIn.
Schema App is looking for a Renewals Account Manager to join our team. The Renewals Manager is responsible for overseeing the renewal process of existing contracts to ensure that they renew and expand on time. This role is crucial in maintaining ongoing business relationships and maximizing revenue from existing clients. The Account Manager will partner closely with the Customer Success Managers who own the relationship with our enterprise customers.

What you’ll do:

• Contract Renewal Management: End to end management of the renewal process, from initial early notice of renewal, preparing renewal proposals, negotiating terms, and finalizing agreements.
• Customer Communication: Reach out to customers in advance of contract expiration to discuss renewal options and partner with CS to build a plan, address any concerns, and define expansion opportunities. Act as the main point of contact for customers regarding renewal details (contract, commercials, etc) providing exceptional customer service and quick response times to questions.
• Negotiation and Upselling: Negotiate renewal terms, pricing, and conditions to meet both customer needs and company objectives. Partner with Customer Success Managers to execute on opportunities for upselling during the contract term and during the renewal process.
• Documentation and Administration: Ensure that all renewal agreements are documented accurately and filed properly. Use CRM to manage renewal process, capture all customer interactions, and contract details. Keep your deals fiercely up to date to inform accurate forecasting and clarity to other stakeholders in the business (Ops, Finance, CS, Sales Leadership).
• Data Analysis and Reporting: Track renewal metrics, such as renewal rates, revenue from renewals, and customer retention rates. Generate reports on renewal performance and provide insights to management on trends and areas for improvement.
• Collaboration and Feedback: Work closely with CEO, sales, customer success, and legal teams to ensure smooth renewals and address any issues that arise. Listen and provide feedback to cross functional teams to improve processes and meet goals.
• Process Improvement: Develop and implement best practices and processes to streamline the renewal process and improve efficiency, including introducing automation. Work closely with CEO on procurement and legal, and with the Director of CS to strategize on large renewals.

How you will be measured:

• 100% renewal prior to contract end.
• Net Revenue Retention
• Expansion Revenue against target (shared with CS)

Competencies required within the role:

• Negotiation Skills: Ability to negotiate terms effectively to benefit both the customer and the company.
• Communication Skills: Strong verbal and written communication skills to interact with clients and internal teams. Experience working with large Enterprise customers and cross functional teams.
• Attention to Detail: Meticulous attention to detail to manage contract terms and renewal documentation accurately, keeping the CRM fiercely up to date.
• Analytical Abilities: Ability to analyze renewal data and metrics to drive performance improvements.
• Process Driven: You love a process, measuring it, improving it, and following through on tasks to make progress each and every day.
• Technical Skills: Ability to identify ways to automate processes, and ideally implement automation. Be able to explain our product in detail to buyers/procurement.

Requirements:

• 5+ years’ track record of sales target achievement in an Enterprise Solutions/SaaS company.
• Located in Canada

Compensation: Salary and commission based on % expansion achieved.

Life @ Schema App

• Culture focused on your growth: Weekly 1:1, Career Logbooks, and Quarterly Development Goals
• Great benefits for health & wellness, and your coverage starts as soon as you do.
• Flex days to re-energize on top of vacation days.
• You choose where you work - home or headquarters in Guelph. Sales team does come in 1-2 times per week.
• The Culture Club keeps our virtual team connected through fun and innovative events.
• Diverse smart team! The more inclusive we are, the better our work will be.

What you’ll do:

• Contract Renewal Management: End to end management of the renewal process, from initial early notice of renewal, preparing renewal proposals, negotiating terms, and finalizing agreements.
• Customer Communication: Reach out to customers in advance of contract expiration to discuss renewal options and partner with CS to build a plan, address any concerns, and define expansion opportunities. Act as the main point of contact for customers regarding renewal details (contract, commercials, etc) providing exceptional customer service and quick response times to questions.
• Negotiation and Upselling: Negotiate renewal terms, pricing, and conditions to meet both customer needs and company objectives. Partner with Customer Success Managers to execute on opportunities for upselling during the contract term and during the renewal process.
• Documentation and Administration: Ensure that all renewal agreements are documented accurately and filed properly. Use CRM to manage renewal process, capture all customer interactions, and contract details. Keep your deals fiercely up to date to inform accurate forecasting and clarity to other stakeholders in the business (Ops, Finance, CS, Sales Leadership).
• Data Analysis and Reporting: Track renewal metrics, such as renewal rates, revenue from renewals, and customer retention rates. Generate reports on renewal performance and provide insights to management on trends and areas for improvement.
• Collaboration and Feedback: Work closely with CEO, sales, customer success, and legal teams to ensure smooth renewals and address any issues that arise. Listen and provide feedback to cross functional teams to improve processes and meet goals.
• Process Improvement: Develop and implement best practices and processes to streamline the renewal process and improve efficiency, including introducing automation. Work closely with CEO on procurement and legal, and with the Director of CS to strategize on large renewals

Competencies required within the role:

• Negotiation Skills: Ability to negotiate terms effectively to benefit both the customer and the company.
• Communication Skills: Strong verbal and written communication skills to interact with clients and internal teams. Experience working with large Enterprise customers and cross functional teams.
• Attention to Detail: Meticulous attention to detail to manage contract terms and renewal documentation accurately, keeping the CRM fiercely up to date.
• Analytical Abilities: Ability to analyze renewal data and metrics to drive performance improvements.
• Process Driven: You love a process, measuring it, improving it, and following through on tasks to make progress each and every day.
• Technical Skills: Ability to identify ways to automate processes, and ideally implement automation. Be able to explain our product in detail to buyers/procurement