Director, Renewals

Abnormal AI is looking for a Director of Renewals to own the strategy, performance, and operating model for its global renewals function.

The Director will lead the renewals organization, own revenue retention across Abnormal's multi-product behavioral security platform, and build the renewals engine for predictable retention and cross-product expansion at scale.

Responsibilities

• Own Abnormal's renewals strategy and operating model end to end: define the renewal motion, segmentation approach, playbooks, and systems that enable the function to scale.
• 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 to ensure contract execution.
• Drive a data-driven renewal process: monitor pipeline health, identify at-risk accounts, implement preservation strategies, and report on renewal metrics.
• Partner with Customer Success and Sales to identify expansion opportunities during renewal engagements and align on a joint renewal-and-expand motion.
• Develop and mature forecasting models for renewal bookings, churn, and NARR, presenting updates to senior leadership and driving improvements in predictability.
• Manage escalations and high-visibility renewal situations; support Renewal Managers/Specialists in complex negotiations or large-scale renewals.
• Stay current with SaaS licensing, pricing models, contract terms, and market trends in the email security/cybersecurity industry.

Requirements

• 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 record 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.
• Strategic thinker who can improve and scale processes in a dynamic, high-growth environment.
• Experience building and operationalizing AI tools to improve renewals and post-sales processes.

Nice to Have

• Experience in email security, cybersecurity, or other highly regulated SaaS industries.
• Experience working in a high-volume renewal environment or managing large renewal books.
• Exposure to international renewal/multi-regional contract management.

Compensation

• Base salary range: $210,800-$248,000 USD
• Eligible for bonus or incentive compensation, equity, and a comprehensive benefits package