OPPORTUNITY:

The Renewals Team is entrusted with the strategic retention management and commercial health of existing Kapost customers. The Renewals Manager (RM) supports the Renewals Director (RD) to build, manage and advance the sales cycle process for a portfolio of approximately 90 customers and growing. The RM is solely responsible for the sales life cycle for a subset of this portfolio and plays a fundamental role in achieving our ambitious customer retention objectives, as well as to drive increased revenue. You must be comfortable working with Mid-Market and Enterprise partners, ability to establish credibility with C-level executives, making dozens of outreaches per day, working cross-functionally with internal teams, and be self-motivated. We are seeking a talented and competitive individual that embraces changes as an opportunity to grow and improve. We hire candidates who love working with customers, develop strong customer empathy, are a good cultural fit, embrace change, have an outstanding attitude, possess strong aptitude, love solving problems, and are process-oriented.

You are the ideal candidate if:

• You are intrinsically motivated to achieve
• You are competitive
• You are wildly optimistic that you/we will succeed
• You are consultative, with savvy business acumen
• You are quick-witted and hungry to learn and perform
• You enjoy leveraging data to drive renewal and expansion revenue
• You understand the power of authentic relationships
• You are a creative negotiator
• You are experienced working with C-Level executives
• You are creative and use tenacious methods to solve problems
• You thrive in environments of rapid change
• You want a big challenge
• You love solving problems for customers and teammates
• Have a bias towards action
• You have a good sense of humor -- laugh with others, and at yourself :)

What you’ll be doing:

The Renewals Manager position is a quota carrying position. As a new member to the Renewals Team, you'll help shape process, manage customer’s retention lifecycle, negotiate pricing, and close renewals to achieve annual targets.

• Ownership and accountability -- and quota for -- renewals, expansion (upsell), additional user licenses and products, services, recurring success and support programs, etc.
• Maintain a high retention rate and ensure on-time renewals
• Proactively identify customer risk and opportunities; develop comprehensive strategies to combat and/or limit risk
• Track and manage renewal and upsell forecast weekly
• Marshal resources and ensure Kapost Renewal Lifecycle management process is executed with:  Customer Success Managers, Customer Success Directors, Sales Account Directors, Professional Services, Senior Leadership and Finance
• Share ownership of the Kapost Renewal Lifecycle Management Process, and collaborate with RD to drive continuous improvement
• Build strong relationships internally with Success, Sales, and Product teams to learn of opportunities, risks, and product developments
• Develop and maintain expertise in the content marketing industry, our value prop, customers’ business challenges and goals, and Kapost’s technology platform

Skills you’ll need:

• 3+ years experience in SaaS Sales, preferably including renewals
• Experience navigating a wide-range of contracts and legal discussions
• Experience with Enterprise deals (companies with 10k+ employees, deal size in the $70-100k+ per year range)
• Track record of over-achieving quota
• Experience using Salesforce.com, MS Excel, Google Apps, and web/video conference (Zoom, WebEx, etc.)
• Excellent verbal, written and interpersonal communication skills
• Must be a quick learner, self-starter, able to work with minimal supervision in a fast-paced environment
• Ability to manage many accounts at once and effectively manage your time
• Teamwork and collaboration
• Strong presentation skills and ability to establish credibility with C-level executives
• BA or BS required

The ideal candidate :

• You are consultative, with savvy business acumen
• You are quick-witted and hungry to learn and perform
• You enjoy leveraging data to drive renewal and expansion revenue
• You understand the power of authentic relationships
• You are a creative negotiator, basing strategy on sound data and mutually beneficial outcomes
• You are experienced working with senior executives at both growing startups and large enterprises
• You are creative and use tenacious methods to solve problems
• You have a passion for process and you see sales cycles as projects that need to be effectively managed
• You have a good sense of humor -- laugh with others, and at yourself :)

What it’s like to work here:

We know how to get things done and have fun while we’re doing it.  Our culture is well-defined and our work environment is pretty informal. While we take our jobs seriously, we don’t take ourselves so seriously. We believe in empowerment, autonomy, and flexibility – so you get to determine how you work, where you work, and how long you work -- as long as you are achieving your objectives. And if/when you want a vacation, you can work with your team to determine how much and how long (e.g. no restrictive vacation policy). We focus on results.

We believe culture isn’t about how many foosball or ping pong tables you have. It’s about how you support each other and win together. So at Kapost we actively work to accelerate your career. On your first day we ask you to envision your last day. What do you want your resume to say by the time you leave Kapost? Then we proactively set up mutually aligned goals to help you reach your career aspirations. So while you help us with our adaptability we help you with your marketability.

We have a transparent working environment, so you’ll know all about goals, strategies, financials, etc. And you’d be working with people who genuinely care about each other, the occasional (quiet) dog in the office, and no jerks. We know how to play so there’s plenty of beer, retreats, impromptu celebrations, and company provided all-employee lunches every week.

Our offices are a half block off the famed Pearl St Mall in downtown Boulder, CO.  You’ll know Boulder to be America’s happiest, fittest, foodiest town filled with more than 300 days of sunshine. We’re brimming with bike paths that transport you all around town and running/biking paths that are a few blocks from the office for the morning, noon or evening fun. If you don’t live in/near Boulder then you’ll also be happy to know that the school systems are among the top in the state, cost of living is accessible, commutes range from the “I can’t believe I just rode my bike 5 minutes to work” to “wow, that 15 minute cross-town traffic was just a bear today” commutes, and we are a short drive (physically) from Denver. Our offices are in walking distance to top restaurants, offering great food and after-work fun.  What could be better?!

• Paid maternity/paternity leave
• 401(k) plan
• We have yoga at lunch, can work from home on Wednesdays, and you can bring your dog to work (as long as Fido doesn’t chew on the wires)
• In-office bicycle storage plus a no-cost Eco-Pass and neighborhood parking pass
• Catered lunch every Friday, plus a fully stocked kitchen (with LaCroix, if you’re into that. It’s a polarizing beverage at Kapost)
• Regular happy hours (we’ve cooked together at Food Lab, gone bowling, and solved more problems together at escape rooms)
• Annual company retreat & holiday party
• We give you money for a new laptop every 3 years