Head of Renewals, Apollo.io
$200-240k
OTE
AI sales platform for smarter, faster revenue growth
Be an early applicant
AI sales platform for smarter, faster revenue growth
1001+ employees
Be an early applicant
$200-240k
OTE
1001+ employees
Company mission
To build the future of go-to-market solutions.
Role
Who you are
- 7–10+ years of experience in B2B SaaS renewals, account management, or customer success, with 3+ years leading teams
- Proven track record of achieving or exceeding renewal and retention targets
- Experience scaling a renewals function in a high-growth SaaS environment
- Strong proficiency with Salesforce, CPQ, Gainsight, or similar tools
- Excellent analytical, communication, and stakeholder management skills
- Bachelor’s degree required; MBA or equivalent preferred
What the job involves
- The Head of Renewals will lead the renewals function, ensuring predictable recurring revenue and an exceptional customer renewal experience
- This leader will manage a team of Renewal Managers and Specialists, partner cross-functionally with Customer Success, Sales, and Finance, and own the strategy, forecasting, and execution of renewals across all customer segments
- This is a high-impact role that combines strategic planning, commercial acumen, and operational leadership to maximize retention and growth within our existing customer base
- Own and execute the renewals strategy, ensuring high on-time renewal and retention rates
- Manage, coach, and develop a high-performing team of renewal professionals
- Partner cross-functionally with Customer Success, Sales, Finance, and Legal to deliver seamless renewal experiences
- Build and maintain renewal playbooks, forecasting models, and performance dashboards to drive visibility and accountability
- Forecast renewal revenue accurately and report retention metrics to senior leadership
- Analyze churn and retention data to identify trends, root causes, and process improvement opportunities
- Lead contract negotiation and pricing discussions to optimize renewal outcomes
- Drive automation and process efficiency, working with RevOps and Systems to optimize CRM and CPQ tools
- Collaborate with Product and Marketing to feed customer insights into roadmap and value communication strategies
- Strong understanding of SaaS revenue mechanics — ARR, churn, gross and net retention, and expansion. Balances customer value with business outcomes
- Anticipates renewal risks and acts proactively
- Uses financial and operational data to inform decisions
- Understands pricing, contract structure, and revenue impact
- Demonstrates strong negotiation and business judgment
- Builds, coaches, and leads a high-performing renewals team
- Sets clear KPIs and performance expectations
- Provides coaching and development opportunities
- Fosters a culture of accountability and collaboration
- Leads with empathy and resilience through change
- Designs and manages scalable, efficient, and predictable renewal processes
- Implements consistent renewal workflows and automation
- Drives forecasting accuracy and process discipline
- Partners with RevOps to optimize systems and tools
- Continuously improves renewal processes to support scale
- Aligns renewal success with customer value and satisfaction
- Partners with CS to ensure adoption and value realization
- Builds trusted relationships to support long-term retention
- Handles escalations with a solution-oriented mindset
- Uses customer feedback to influence product and pricing
- Works cross-functionally to align strategy, process, and outcomes
- Partners with Sales, Finance, and Legal on renewals
- Communicates clearly and persuasively across teams
- Influences through insight and data, not authority
- Builds trust and alignment with internal stakeholders
- Performance Metrics:
- Gross Revenue Retention (GRR)
- Net Revenue Retention (NRR)
- On-Time Renewal Rate
- Upsell / Cross-Sell Contribution
- Forecast Accuracy
- Team Engagement & Productivity
Our take
Today, businesses are struggling to make their go-to-market (GTM) strategies simple, connected, and intelligent. In most organizations, sales and marketing teams juggle a maze of disconnected tools just to reach the right customers and close deals. This results in a lot of manual work and missed opportunities. So Apollo.io is stepping in to fill the gap and redefine how modern revenue teams operate by unifying the entire GTM process under one AI-powered roof.
It's trusted by millions of users and over 550,000 companies, including fast-growing startups to established enterprises like Autodesk and Cyera. Apollo's strength lies in combining B2B data with advanced AI to automate everything from prospecting and outreach to deal management and data enrichment. And its new "Agentic End-to-End GTM Platform" takes this one step further by introducing AI agents that act as co-pilots, working alongside sales and marketing teams to research leads, personalize outreach, and streamline workflows.
Recently, the company surpassed $100M in annual recurring revenue, expanding its leadership team with veterans from Zendesk, Intercom, Box, and Miro, and even launched a major product overhaul centered on its new "Vibe GTM" approach. And with its Agentic platform now bringing AI into every stage of the customer journey, Apollo sure is positioning itself to define the next era of AI-powered sales.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
75% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2023
$100m
SERIES D
Mar 2022
$110m
SERIES C
Total funding: $251.4m
Company benefits
- Remote & in-person roles: Work from wherever you thrive, with all the tools and support you need to be successful.
- Flexible time off: We don't count vacation days. When you need a break, take it — no strings attached.
- Competitive pay: We offer strong salaries, performance bonuses, and equity opportunities for most roles.
- Global healthcare coverage: Medical, dental, and vision benefits are available in the US, Canada, India, and other supported countries.
- Office and learning stipend: Get support for your growth with stipends for books, courses, and home office setup.
- Mental health and coaching support: Access professional coaching and mental health resources for you and your dependents.
Company HQ
SoMa, San Francisco, CA
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