Why This Job is Featured on The SaaS Jobs
Renewals work sits at the center of the SaaS business model, where recurring revenue depends on customers realizing value over time. This Renewals Associate role is notable because it treats renewal conversations as a strategic moment to protect retention while also surfacing expansion signals, with coordination across Sales, Customer Success, Deal Desk, and Legal. The remit also includes helping define foundational processes and playbooks, indicating a function that is still being formalized rather than purely operational.
For a SaaS career, renewals ownership builds durable commercial skills that translate across post sales and revenue teams. Managing a rolling 90 day forecast, navigating complex contract cycles, and partnering cross functionally are core mechanics in subscription businesses. Exposure to churn mitigation, stakeholder mapping, and structured renewal motions creates a strong base for progression into Customer Success leadership, Account Management, or Revenue Operations adjacent roles.
This position fits professionals who enjoy structured negotiation, close collaboration, and accountability for outcomes. It will suit someone who prefers work that blends customer dialogue with internal alignment, and who takes satisfaction in turning repeatable patterns into playbooks. It also aligns well with candidates looking to deepen enterprise SaaS fluency within a post sales, revenue retention focused track.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
We're looking for someone excited to pitch the vision of Airtable, implement creative solutions and negotiation tactics that mitigate churn, and identify new and strategic opportunities at renewal time that drive expansion. As a Renewal Associate on our Sales team, you will be the architect of these conversations, and will collaborate with multiple internal stakeholders (Account Executives, Customer Success Managers, Deal Desk, etc.) to help to ensure that our customers realize value, and are set up for longterm, sustained success with Airtable.
What you'll do
- You will own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships
- You will be a primary stakeholder (along with XFN partners) in building the foundational processes and playbooks for this new role
- You will actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
- You will maintain and report an accurate rolling 90-day forecast of renewals in your territory
- You will negotiate and execute renewal contracts (in partnership with legal) that align to customer goals
- You will discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
- Develop playbook for renewal engagement maximizing revenue retention
Who you are
- 2+ years of quota-carrying Post-Sales / Customer Success / Account Management experience, preferably within an Enterprise SaaS organization
- Strong negotiation skills and demonstrated capability closing large, complex contracts
- Strong collaboration skills and successful experiences working with internal XFN partners (Rev Ops, Biz Tech) as well as customer facing counterparts (Sales & Success)
- Ability and eagerness to grow business in a strategic manner, i.e. creating new processes and initiatives
- Approaches work with empathy, craftsmanship, and a growth mindset - you are a self motivated and proactive team player
- Solid understanding of Enterprise SaaS applications and collaboration technology
- Consistent track record of achieving personal and team goals
- History of thriving in a rapidly changing environment
Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.
VEVRAA-Federal Contractor
If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Formand let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.
