Abnormal AI is looking for a Director of Renewals to own the strategy, performance, and operating model for our global renewals function. Reporting to the VP of Customer Success, you will lead the renewals organization and own revenue retention across Abnormal's multi-product behavioral security platform. You will build the renewals engine that makes retention and cross-product expansion predictable at scale, set the standard for how Abnormal renews and expands its customers, and turn customer obsession into measurable retention outcomes.
What you will do- Own Abnormal's renewals strategy and operating model end to end: define the renewal motion, the segmentation approach, the playbooks, and the systems that enable the function to scale ahead with company growth.
- 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 (Customer Success, Sales, Ops, Finance) 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 (retention rates, forecast variance, etc.).
- 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 to ensure competitiveness and contract health.
- 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 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.
- 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.
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Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Skills Required
- 10+ years of experience in renewals, post-sales, or account management within a B2B SaaS environment
- 4+ years managing direct reports
- Experience owning gross retention at scale and improving retention and forecast accuracy across a full function
- Experience building or substantially maturing a renewals function, including motion design, segmentation, playbooks, tooling, and operating cadence
- Executive presence and ability to influence C-level internal peers and lead high-stakes customer negotiations
- Strong quantitative and operational judgment, including fluency in forecasting models, retention economics, Salesforce, and Gainsight
- Strong communication and leadership skills with the ability to develop, motivate, and retain a team
- Strategic process improvement and scaling experience in a dynamic, high-growth environment
- Experience building and operationalizing AI tools to improve renewals and post-sales processes
- Experience in email security, cybersecurity, or other highly regulated SaaS industries
- Experience in a high-volume renewal environment or managing large renewal books
- Exposure to international renewal or multi-regional contract management
Abnormal Security Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Abnormal Security and has not been reviewed or approved by Abnormal Security.
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Fair & Transparent Compensation — Pay is considered aggressively benchmarked to leading tech markets with annual reviews, and feedback suggests engineering and sales roles are compensated competitively with strong upside potential.
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Healthcare Strength — Health coverage is portrayed as robust, including employer-paid premiums for employees in prior postings, One Medical access, and globally designed healthcare and parental leave.
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Leave & Time Off Breadth — Time off provisions include flexible/unlimited PTO, company holidays, and paid parental leave that the company positions as globally available.
Abnormal Security Insights
What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow. Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
