Renewals Manager, Sumo Logic

$85-97.5k

In addition to base pay, certain roles are eligible to participate in our bonus or commission plans, as well as our benefits offerings, and equity awards. Compensation varies based on a variety of factors which include (but aren’t limited to) role level, skills and competencies, qualifications, knowledge, location, and experience.

Mid and Senior level

Remote from US

Continuous intelligence platform for DevSecOps

Job no longer available

Continuous intelligence platform for DevSecOps

501-1000 employees

B2BEnterpriseBig dataAnalyticsBusiness IntelligenceSaaS

Job no longer available

$85-97.5k

Mid and Senior level

Remote from US

501-1000 employees

B2BEnterpriseBig dataAnalyticsBusiness IntelligenceSaaS

Company mission

TO enable organizations to transform massive amounts of data into actionable insights to prevent and remediate modern security and cloud operations challenges.

Job

Company

Role

Who you are

3-5+ years’ successful (i.e. consistently exceeding targets/quotas) experience driving on-time renewals in a SaaS organization (extra credit for experience in security, observability, or application performance management technology)
Successful track record of developing strong collaborative relationships with internal organizations including customer success, sales (individual contributors and leadership), deal management, legal, finance, operations, etc
Proven discovery, presentation, deal structuring, negotiation, and closing skills
Demonstrated ability to build out and/or refine processes, systems, and programs to drive exceptional renewal and retention outcomes
Strong technical acumen
Proven experience developing and driving renewal close plans
Experience effectively managing a pipeline and closing a large-volume of renewals of varying dollar amounts (i.e. very large and relatively small) with different customer types
A passion for the commercial aspects of a SaaS business
Self-motivated, proactive, energetic, humble, positive, team player
High emotional IQ (EQ)
Excellent communication skills. Excels in written, phone, and in-person communications
Analytical thinking skills. Skilled at building pricing/usage models and constructing win-win renewal scenarios. Uses data and insights to drive plans and actions
Bachelor’s degree or equivalent

What the job involves

Lead the end-to-end renewal process for a portfolio of Sumo Logic customers, including customer engagement, renewal strategy, negotiation, and contract administration
Be a key partner to the Customer Success, Sales, and Sales Operations teams, ensuring a proactive and seamless approach to the renewal process for our existing customers
Drive renewal success in partnership with Customer Success and Sales teams
Consistently maintain accurate renewal forecasts (near and longer-term) by monitoring account health data, anticipating risk, and engaging with internal account teams; work with internal stakeholder groups to mitigate risk and develop renewal strategies and plans
Leverage & refine key operational processes, programs, systems, and activities to drive excellent renewal outcomes
Help Sales and Customer Success identify upsell/cross-sell opportunities as part of the renewal to maximize customer value and growth
Develop, action, and manage internal account renewal plans (often in conjunction with the broader account plan) for applicable renewals
When appropriate, actively engage with customer key decision-makers to identify/document customer buying process, requirements and uncover/address potential roadblocks
Negotiate and execute renewal contracts (in partnership with other key Sumo Logic team members when applicable) that align to customer and Sumo Logic goals--driving, among other things, optimal gross dollar retention, net-dollar retention, and logo retention outcomes
Be well-versed on key aspects of the customer relationship including customer adoption/usage, executive relationships, organizational structures, health, and other key data and trends, working with Customer Success to proactively address factors that would put a renewal at risk
Communicate and report on renewal status and outcomes to all levels of Sumo Logic organization
Develop excellent relationships with key Sumo Logic functions and team members including Sumo Logic customer success, sales, sales operations, deal management, finance, legal, etc
Provide regular and accurate updates to leadership on renewal forecasts and trends

Our take

Sumo Logic is a secure, cloud-native, machine data analytics service, delivering real-time, continuous intelligence from structured, semi-structured, and unstructured data across the entire application lifecycle and stack. And more than 2,000 customers around the globe rely on Sumo Logic, including Samsung, AirBnb, Grammarly, and Toyota.

Customers gain a multi-tenant, service-model advantage to accelerate their shift to continuous innovation, increasing competitive advantage, business value and growth.

After its IPO in 2020, February 2023 saw Sumo Logic agree to a $1.7 billion valued acquisition deal from Francisco Partners. This marked the beginning of an exciting new chapter for Sumo Logic, its parent company has a track record for acquiring successful tech and software businesses such as MyHeritage and Renaissance Learning. Exemplifying its potential in its new Francisco Partners era, Sumo Logic was named a "Challenger" company in the 2024 Gartner Magic Quadrant for Security Information and Event Management.

Freddie

Company Specialist at Welcome to the Jungle

Insights

Top investors

22% female employees

-7% employee growth in 12 months

Glassdoor (3.7)

Company

Funding (last 2 of 7 rounds)

May 2019

$110m

SERIES G

Jun 2017

$80.5m

SERIES F

Total funding: $350.5m

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