Director of Renewals

Abnormal AI is a leader in behavioral security, protecting enterprises from email attacks and other threats. We are looking for a Director of Renewals to own the strategy, performance, and operating model for our global renewals function.

• 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.

• Base salary range: $210,800 — $248,000 USD.
• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.