Renewals Manager, FourKites
AI supply chain orchestration & visibility platform
Job no longer available
AI supply chain orchestration & visibility platform
501-1000 employees
Job no longer available
501-1000 employees
Company mission
To drive end-to-end supply chain orchestration, with visibility as the foundation.
Role
Who you are
- 2-4 years of experience in renewals, account management, or quota-carrying sales roles
- Proven track record of achieving high renewal rates and revenue retention targets
- Experience managing enterprise accounts
- Strong negotiation skills with demonstrated ability to navigate multi-stakeholder decision-making processes
- Proficiency with CRM systems (Salesforce preferred), contract management tools, and revenue forecasting
- Supply Chain, Logistics, or Transportation industry experience preferred
- Excellent communication skills with ability to present to C-level executives and procurement teams
What the job involves
- FourKites is looking for an ambitious and experienced Renewals Manager to join our team! You will be responsible for driving contract renewals and revenue retention across our customer portfolio, managing a book of business
- As the owner of the renewal process, you will build strong relationships with key stakeholders, navigate complex negotiations, and ensure customers recognize the ongoing value of their FourKites investment
- You will work closely with our Customer Success and Sales teams to identify renewal risks early, develop mitigation strategies, and maximize contract value at renewal
- Own the end-to-end renewal process for assigned customer portfolio, ensuring high renewal rates and revenue retention
- Develop and execute strategic renewal plans 150-120 days in advance of contract expiration
- Build and maintain strong relationships with key decision-makers, procurement teams, and budget holders within customer organizations
- Collaborate with Customer Success Managers to assess customer health scores and proactively address renewal risks
- Partner with Account Executives to identify and close upsell/cross-sell opportunities during renewal cycles
- Lead renewal negotiations including contract terms, pricing, multi-year agreements, and expansion opportunities to maximize deal value
- Maintain accurate forecasting in Salesforce with weekly pipeline reviews and commit/upside/risk categorization
- Manage contract logistics including order form creation in CPQ, procurement processes, legal reviews, and purchase order requirements
- Escalate at-risk renewals and coordinate cross-functional war rooms to develop retention strategies
Our take
The trucking industry has long struggled with inefficiencies, particularly due to a lack of visibility and shipping data. This often results in trucks underutilizing their capacity and driving empty miles. While Electronic Logging Devices (ELDs) have been introduced as a solution, they haven't motivated drivers employed by trucking companies to address these inefficiencies.
FourKites offers a digital platform that enhances visibility and efficiency in trucking routes and cargo capacity, reducing the number of empty miles. Rather than focusing on trucking companies or drivers, FourKites targets businesses that require shipping, aligning with their financial incentives to improve logistics efficiency.
Amid a competitive landscape of startups addressing inefficiencies in trucking, FourKites has found success by partnering with shipping companies and businesses that need their services. by making shipping partnerships contingent on using their technology, FourKites bypasses driver reluctance and delivers real efficiency improvements for the entire shipping process.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
1% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2022
$10m
LATE VC
Mar 2021
$100m
SERIES D
Total funding: $211.6m
Company HQ
West Loop Gate, Chicago, IL
Leadership
Matthew Elenjickal
(Founder & CEO)Matthew spent half a decade at i2 Technologies and served as an Oracle Consultant, before taking an MBA at Northwestern University. On graduation, they founded FourKites in August 2014, serving ever since as CEO.
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