Regional Director, Renewals at A Cloud Guru

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Job Description:
We are looking for an ambitious, operationally-minded, data-oriented leader who will be responsible for managing and renewing a large portfolio of customer contracts. The regional Director of Renewals will lead a team of Renewal Managers responsible for achieving world-class gross and net retention for large volumes of customer accounts. We are looking for someone who is passionate about identifying, recruiting, hiring, managing and elevating talented team members as they grow in their careers. This person will be accountable for all aspects of this team, including helping team members ramp into their role and gain comfort with our product offerings, coaching them in negotiation tactics and renewal strategy, and helping to optimize the renewal process for our customers. You will play a key role in our company's strategy and in helping us accomplish our goals. You and your team will provide critical customer feedback to help our team and other Pluralsight stakeholder groups better understand the needs of this unique customer group. This role reports into our Global VP of Renewals.
The ideal candidate will have a proven track record of leading and managing in a software sales or retention role. This person must be comfortable and eager to lead with data and analytics, and must understand the nuances of B2B software and recurring revenue motions. The ideal candidate has experience recruiting, managing and motivating individual contributors in a sales or retention position. This person will have exceptional communication skills and must be comfortable in a results driven environment. Ideal candidates will have experience optimizing renewal motions, forecasting against sales or retention targets, and negotiating and closing customer contracts.
Who you are:
  • You are passionate about developing people and delivering results
  • You are an amazing communicator and effective influencer with organizational and strategic thinking skills. People trust and follow you.
  • Persistent Problem-Solver- You understand our business goals, can adapt as the business changes, and find ways to create solutions for your team and customers
  • You have extreme ownership of your business
  • You are competitive with yourself, yet collaborative with other team members up, down, and across the business
  • You have the ability to listen, think logically, strategically, and tactically to solve complex problems
  • You are self-motivated, demonstrating an ability to assume responsibility and work autonomously
  • You are an inquisitive, critical thinker who is always looking for how things can work better
  • Eye-on-the-prize kinda person- You love to win, just like the other Sales and Success teams you collaborate with.

What you'll own:
  • Meet and exceed renewal targets - Guide your team to renew customer contracts and meet or exceed Gross Retention targets. Coach your teams to partner effectively with our sales organization to also drive Net Retention for this portfolio. Collaborate with teammates in the renewal team, within Customer Success, and beyond to optimize the customer experience.
  • Own your business - Be fully accountable for every aspect of your customer portfolio as if you truly owned this business. Maintain accuracy of SFDC data and data integrity across any other repository / platform. Run effective team meetings. Be accountable and help create a culture of accountability within this organization. Be accountable for negotiated non-standard contractual terms and conditions. Manage your team's upstream activity to ensure successful downstream performance. Be accurate in your forecasts. Travel on an as-needed basis to meet with your dispersed team members.
  • Be a trusted partner - Partner effectively and cross-functionally with teams supporting this customer segment (Customer Success CoE, Retention Marketing, Data Science, RSO, Product, People Ops, Enablement, etc.). Collaborate with your partners in the sales organization with a team-first approach. Advocate on behalf of your customers where needed. Provide input and guidance to our enablement team to optimize the onboarding experience for new team members.
  • Lead your team - Recruit, hire, train and manage your team of Renewal Managers. Help your team members grow and be aware of their varied career goals, articulate growth opportunities to them that meet their needs. Foster learning and development and provide opportunities for team members to grow through expanded responsibilities, mobility and leadership roles. Conduct recurring team meetings, 1-on-1s and quarterly business reviews as well as less formal employee touchpoints.
  • Embrace technology tools - Leverage the technology tools provided to you to increase the success, repeatability, and scalability of the customer renewal motion.

Experience you'll need:
  • Track record of exceeding performance targets as an individual contributor and sales / renewal leader
  • Experienced in negotiations
  • Experience managing a large volume of accounts a plus
  • Solution sales experience a plus
  • Negotiation of non-standard contractual terms and conditions
  • Understanding of a SaaS sales and renewal cycle - forecasting, communicating, negotiating, closing
  • Experience leading dispersed team members
  • Strong operational mindset and ability to execute against specified targets
  • Strong interpersonal and communication skills, and an ability to simplify business challenges and create actionable solutions
  • A bachelor's degree or equivalent work experience with a minimum of 5 years of B2B Saas experience and a minimum of 3 years as a software sales / renewal leader or equivalent experience

Ideally what you've done:
  • Sold or renewed enterprise software solutions agreements to IT, Learning, and Engineering, and tech leader decision makers within the Engineering Org
  • Negotiated with customer procurement teams to sell or renew B2B SaaS products
  • Have a demonstrable, successful track record of meeting and exceeding performance targets as an individual contributor and sales / renewal leader
  • Proven track record of managing a large portfolio of small- / medium-sized customers and handling a heavy volume of business
  • Proven track record of recruiting, training/developing and retaining high-performing talent
  • Self-motivated, demonstrating an ability to assume responsibility and work autonomously
  • Strong operational and analytical abilities

EOE Statement
Be Yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • ReactLibraries
    • Twitter BootstrapLibraries
    • AngularJSFrameworks
    • Node.jsFrameworks
    • DynamoDBDatabases
    • FirebaseDatabases
    • RedshiftDatabases
    • S3Databases
    • Google AnalyticsAnalytics
    • LookerAnalytics
    • IllustratorDesign
    • SketchDesign
    • FigmaDesign
    • MarvelDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • TrelloManagement
    • WordpressCMS
    • SalesforceCRM
    • Constant ContactEmail
    • SendGridEmail
    • MarketoLead Gen

An Insider's view of A Cloud Guru

What’s the vibe like in the office?

It is very open and laid back, but also fun! You can just tell that everyone is happy to be here. You can feel the positive energy. We all joke around, but we still get work done - and do it well. Everyone is really good at their job and really passionate. We kick some booty.

Montana

Finance Guru

What projects are you most excited about?

I’m thrilled to work on projects that offer custom solutions for our customers. Whether I’m curating content for their specific roles or partnering with Training Architects to build personalized webinars, each project is really special because it’s created specifically for our learners to support them in their day to day efforts.

Christina

Marketing Guru

What makes someone successful on your team?

Throughout the company everyone, regardless of the team they are on, strives to help each other. Technical Editors craft content from the perspective of the student. Video editors make content look amazing. Designers craft awesome images and designs to support our courses. If you have ideas, ACG is a place where everyone helps them come to life.

Karlos

Training Architect

What is your vision for the company?

Cloud is the future and we're here to send as many into that future as we can. We set them up to achieve remarkable things and build a brighter tomorrow. Our vision is to chart the course to cloud maturity for businesses and individuals. We accelerate their journey and power their competitive advantage.

Lady

Chief Doggo Officer

What's the biggest problem your team is solving?

It makes a difference when you can get out of bed in the morning selling something that’s doing actual good. Organizations all over the world, of all sizes, in every industry, are facing a major challenge and opportunity with cloud. We reach out to these businesses with real value, because we have a product they need.

Madeline

Sales Guru

What are A Cloud Guru Perks + Benefits

A Cloud Guru Benefits Overview

We treat our people well, simply because it's the right thing to do.

Culture
Volunteer in local community
To celebrate our value 'Be Hungry, Stay Humble' we plan a day of charity each year. We volunteer around the city, and are active environmentalists.
Partners with Nonprofits
Our vision is to enable anyone, anywhere to become a cloud guru. We live this by partnering with nonprofits like Women Who Code and gifting money to all employees to donate to charity.
Friends outside of work
Eat lunch together
Intracompany committees
We stay connected through our Culture Committees, A Proud Guru, Anti-racism DIG (Diversity and Inclusion Groups), and Women-In-Tech DIG.
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Highly diverse management team
From ex-6th street bar owners to ex-Silicon Valley, our management team, lead by our fearless leader and President Katie Bullard, is not only diverse in gender, but also background.
Unconscious bias training
All employees go through unconscious bias training annually, as well as when they become a people manager and interviewer. Plus we have tons of bias reminders trickled into our day-to-day.
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Our anti-racism and women in tech groups are the first of our employee resource groups. We also have A Proud Guru lead by our LGBTQIA community!
Hiring Practices that Promote Diversity
We use Greenhouse Inclusion which is paid software to help remove unconscious bias from our hiring practices.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Put aside up to $2,700 bucks to spend on yourself, or $5,000 on your dependents. $$$
Disability Insurance
Dental Benefits
A Cloud Guru pays for 100% of employee dental up to a cap dollar amount.
Vision Benefits
A Cloud Guru pays for 100% of employee vision, up to a cap dollar amount.
Health Insurance Benefits
We offer medical, dental, and vision insurance plans that fit your needs, whether it’s just you or you’re supporting a family.
Life Insurance
Wellness Programs
Team workouts
Mental Health Benefits
From free headspace licenses and daily meditation to our Employee Assistance Program and manager hotline, wellness means physical AND mental health!
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
We provide 12 weeks of parental leave, so go on and have a little one.
Flexible Work Schedule
Remote Work Program
Our remote work program includes work from home Work remotely on occasion as needed.
Family Medical Leave
Employees who have been with the company for 12 months are eligible for 12 weeks of family medical leave.
Adoption Assistance
We reimburse up to $10,000 for eligible adoption expenses and 12 weeks of paid leave.
Restricted work hours
Company sponsored family events
Work to live, don't live to work!
Vacation & Time Off Benefits
Generous PTO
Even when your office is your living room, it can be good to get away from it. All Gurus get four weeks paid time off, 10 sick days, and enough holidays to make a banker blush.
Paid Holidays
Paid Sick Days
Sorry you're sick. Here's 80 hours of paid sick leave a year.
Perks & Discounts
Casual Dress
Commuter Benefits
Are you a train or bus person? When we're in the office, we offer free parking for our drivers, and if you're a walker we reward you with $125 monthly stipend.
Company Outings
Get to know the Gurus with good times, like get-togethers inspired by our values, virtual drawing sessions, or a socially distanced drive-in movie.
Free Daily Meals
Family lunch is our favorite office tradition. When we are in the office we don't eat at our desks, we eat together.
Stocked Kitchen
We eat a lot of cheese, and have heated debates over LaCroix vs Waterloo. The hard-boiled eggs are a bit watery, but people eat 'em!
Some Meals Provided
Happy Hours
Parking
We have your Downtown parking covered. We offer paid garage parking nearby the office.
Pet Friendly
Our office doggo Lady will greet you at the door and steal food out of your trashcan.
Recreational Clubs
Relocation Assistance
Fitness Subsidies
If you walk, train, or bus to work, you get money monthly that can be put towards a gym membership.
Home Office Stipend for Remote Employees
To make WFH a little more awesome, you get $$$ to build out or improve your home office set up.
Professional Development Benefits
Job Training & Conferences
Training is in our DNA. Every Guru is given $250 a quarter to spend on professional development, and given 2 hours EVERY week to put aside their daily work to focus on training.
Tuition Reimbursement
Gurus get $1000 annually to use towards any personal development including tuition, textbooks, and classes.
Diversity Program
Lunch and learns
Improve your sales skills, branding skills, learn how to not get your passwords stolen, figure out what the heck is going on with your benefits... we love a good lunch and learn!
Cross functional training encouraged
Promote from within
Continuing Education stipend
We offer $1000 annually for continuing education.
Time allotted for learning
Every Friday for 2 hours, we put down our normal work and spend time learning something new.
Online course subscriptions available
Customized development tracks
Paid industry certifications
Within months of joining, all Gurus take their Certified Cloud Practitioner exam, so that we can empathize with our students. After that, use your training budget for all the certs you need!

Additional Perks + Benefits

We were always really proud of the in-office experience we created for people. The space, the location, and what we offered internally was really key. Then COVID happened, and that all went out the window. That's why it was important for us to recreate this experience virtually for our new hires and our existing team. We wanted to take our best-in-class office experience and make it a best-in-class at home experience.

To learn more about our remote culture and perks, check out this article: https://www.linkedin.com/pulse/cloud-guru-launches-new-wfh-perks-benefi…

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