Renewals Account Manager, Strategic Accounts - US
Renewals Account Manager, Strategic Accounts
Location: Palo Alto, CA
Job Overview
Rubrik is seeking a highly motivated and results-driven Renewals Account Manager to join our team, focusing exclusively on managing the subscription renewal lifecycle for our Strategic Accounts within the region. In this critical role, you will be the primary owner responsible for retaining and growing revenue across our largest and most complex customer base. You will execute a high-touch renewal strategy, ensuring timely execution, maximizing customer outcomes in collaboration with the sales team. Success in this role requires strong executive presence, expert negotiation skills, and a proven ability to orchestrate internal resources across Sales, Customer Success, and Finance.
Key Responsibilities
- Strategic Renewal Execution: Own and manage the entire renewal process for a dedicated portfolio of Strategic Accounts, ensuring subscription renewals are executed 240-180 days ahead of the expiration date to maintain a high-retention rate.
- Customer and Partner Engagement: Proactively engage with both the customer's executive stakeholders and our top-tier channel partners to assess renewal risks, communicate value, and negotiate complex contract terms and pricing.
- Internal Alignment and Review: Conduct mandatory internal Account Reviews for all renewals exceeding a certain revenue threshold (ACV), coordinating alignment with Field Sales and executive leadership to ensure a unified renewal strategy.
- Negotiation and Proposal: Develop and present tailored renewal proposals, quotes, and pricing models while expertly navigating commercial negotiations to maximize revenue and margin.
- Risk Mitigation: Proactively identify and resolve all issues and friction points during the renewal cycle. Act as a strategic partner to Customer Success to eliminate risk and to drive value realization
- Operational Excellence: Maintain meticulous and accurate records of all customer interactions, forecast statuses, and renewal sentiments and activities within CRM, providing management with timely reports and strategic insights on renewal trends.
Qualifications
- Experience: 5+ years of experience in high-touch renewals, account management, or strategic sales, with a proven track record of managing and negotiating complex, multi-million dollar contracts.
- Executive Acumen: Demonstrated ability to build relationships with, and effectively communicate complex commercial terms to, senior-level and executive client stakeholders.
- Financial & Analytical Skills: Strong analytical capabilities with experience interpreting renewal data, managing financial models (ACV/ARR), and providing accurate revenue forecasts.
- Collaboration: Proven ability to work cross-functionally and lead virtual teams (Sales, CS, Finance) to achieve a common renewal goal.
- Technical Proficiency: Expert proficiency with CRM systems and forecasting tools is mandatory.
- Education: Bachelor's degree in Business Administration, Finance, or a related field
The minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
US Pay Range
$123,100—$184,700 USD
Join Us in Securing and Accelerating the World's AI Transformation
Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.
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Inclusion @ Rubrik
At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.
Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.
Our inclusion strategy focuses on three core areas of our business and culture:
Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.
Equal Opportunity Employer/Veterans/Disabled
Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at [email protected] if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.