Director, Renewal Account Management

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $213.8k - $321k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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SentinelOne

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2013

🔒 Cybersecurity

🤖 Artificial Intelligence

☁️ SaaS

Cybersecurity • Artificial Intelligence • SaaS

SentinelOne is a leader in autonomous cybersecurity, known for its innovative use of AI across endpoint, cloud, and identity protection solutions. It is recognized by Gartner as a leader in the Magic Quadrant for Endpoint Protection Platforms for four consecutive years. SentinelOne's Singularity platform integrates enterprise security, offering features like AI-powered threat detection, endpoint and cloud security, vulnerability management, and threat intelligence. The company supports various industries by delivering real-time protection and operational efficiency while leveraging AI for advanced threat hunting and log analytics. With a strong focus on reducing risk and enhancing security performance, SentinelOne caters to enterprises worldwide with secure, scalable solutions.

📋 Description

• Own strategic direction for a portfolio of Client Development accounts, driving net expansion (upsell/cross-sell bookings) alongside strong renewal retention as equally critical measures of team success; build and drive a formal cross-sell/upsell motion by identifying whitespace across the product portfolio and coaching reps to run consultative expansion conversations rather than transactional renewal conversations. • Develop and maintain executive-level relationships on flagship accounts, including direct engagement in C-suite and economic buyer conversations to unblock or accelerate expansion deals; partner with Sales Engineering and Product on structured account plans for top-tier accounts, identifying multi-year growth trajectories, not just next-renewal outcomes. • Build repeatable playbooks for identifying underutilized licenses, overdeployment and downgrade risk, and expansion triggers such as new use cases, org growth, and competitive displacement opportunities. • Lead, coach, and develop a team of senior renewal and account managers with emphasis on coaching consultative selling and executive presence; build a defined career path and bench strength for team members moving into strategic account or AE-track roles; and implement structured performance management calibrated against both retention and expansion metrics. • Set and hold the team accountable to a dual quota structure covering both renewal retention rate and expansion bookings (upsell/cross-sell). • Own proactive risk identification and mitigation for the highest-ARR, highest-visibility accounts; build and govern a risk register and escalation process that centralizes signals from CSM, Support, and Product usage data into a single source of truth for save-motion prioritization; and personally engage on save motions for flagship or reference accounts. • Own accurate, transparent forecasting across both renewal (retention) and expansion (bookings) pipelines with clear separation between the two in reporting to leadership; analyze account-level and portfolio-level trends to inform quarterly business reviews; and oversee deal structuring, commercial negotiation, and closure on the largest and most complex deals in the portfolio, including multi-year and program-tier commitments. • Serve as the primary escalation and alignment point with CSM leadership on swim lanes for strategic accounts, ensuring no gap or overlap in account coverage; own the 2-tier GTM relationship for strategic accounts by partnering with channel and MSSP partners on baseline commitment growth; and represent Client Development in executive-level business reviews, articulating both retention health and expansion pipeline strength.

🎯 Requirements

• 8 or more years of experience in enterprise software or cybersecurity spanning renewals, account management, or strategic sales, with at least 4 or more years in a management or leadership capacity. • Demonstrated track record leading teams that drive net revenue retention above 100%, meaning expansion bookings that outpace churn, not just renewal completion. • Proven success building and scaling a formal cross-sell and upsell motion within an existing customer base, including quota design and rep enablement for expansion selling. • Direct experience engaging at the executive and C-suite level on strategic accounts, including complex, multi-stakeholder negotiations. • Expertise in indirect 2-tier GTM models (channel, MSSP, distribution) with experience growing partner-sourced expansion, not just maintaining partner-delivered renewals. • Strong risk management orientation with experience building account health frameworks that flag expansion opportunity and churn risk from the same data set. • Sophisticated forecasting and business acumen, including comfort owning a dual-metric forecast (retention and expansion) and defending it to senior leadership. • Exceptional executive communication and presentation skills with the ability to build and deliver account narratives to C-suite customer stakeholders. • Strong cross-functional influence skills with the ability to drive alignment with CS, Product, and Sales Engineering without direct authority over those teams. • Ability to operate simultaneously as a strategic leader at the account and portfolio level and as a hands-on operator personally engaging on flagship deals and saves. • Comfort in a fast-paced, high-growth environment with evolving processes and tooling including CPQ, quote automation, and account planning tools.

🏖️ Benefits

• Restricted Stock Units (RSUs) • Employee Stock Purchase Plan (ESPP) • Flexible time off • Paid company holidays and paid sick time • Gender-neutral parental leave • Grandparent leave • Medical, dental, and vision coverage • 401(k) retirement plan with company match • Life and disability insurance • Health and dependent care FSA • Voluntary benefits (hospital, accident, critical illness) • Employee Assistance Program (EAP) • ARAG pre-paid legal • Nationwide pet insurance • Cancer Care program • Global business travel medical insurance • Home office allowance • Mobile phone reimbursement • Wellness coach • Wellness/gym reimbursement • Fertility coverage • Adoption & surrogacy reimbursement