[Remote] Head of Renewals at Apollo.io

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Technology, Sales, Revenue OperationsIndustries

Requirements

Strong understanding of SaaS revenue mechanics — ARR, churn, gross and net retention, and expansion
Balances customer value with business outcomes
Anticipates renewal risks and acts proactively
Uses financial and operational data to inform decisions
Understands pricing, contract structure, and revenue impact
Demonstrates strong negotiation and business judgment
Builds, coaches, and leads a high-performing renewals team
Sets clear KPIs and performance expectations
Provides coaching and development opportunities
Fosters a culture of accountability and collaboration
Leads with empathy and resilience through change
Designs and manages scalable, efficient, and predictable renewal processes
Implements consistent renewal workflows and automation
Drives forecasting accuracy and process discipline
Partners with RevOps to optimize systems and tools
Continuously improves renewal processes to support scale
Aligns renewal success with customer value and satisfaction
Partners with CS to ensure adoption and value realization
Builds trusted relationships to support long-term retention
Handles escalations with a solution-oriented mindset
Uses customer feedback to influence product and pricing
Works cross-functionally to align strategy, process, and outcomes
Partners with Sales, Finance, and Legal on renewals
Communicates clearly and persuasively across teams

Responsibilities

Own and execute the renewals strategy, ensuring high on-time renewal and retention rates
Manage, coach, and develop a high-performing team of renewal professionals
Partner cross-functionally with Customer Success, Sales, Finance, and Legal to deliver seamless renewal experiences
Build and maintain renewal playbooks, forecasting models, and performance dashboards to drive visibility and accountability
Forecast renewal revenue accurately and report retention metrics to senior leadership
Analyze churn and retention data to identify trends, root causes, and process improvement opportunities
Lead contract negotiation and pricing discussions to optimize renewal outcomes
Drive automation and process efficiency, working with RevOps and Systems to optimize CRM and CPQ tools
Collaborate with Product and Marketing to feed customer insights into roadmap and value communication strategies

Skills

Key technologies and capabilities for this role

Renewals StrategyTeam ManagementCustomer RetentionRevenue ForecastingCross-Functional CollaborationPerformance DashboardsPlaybooksSaaS RenewalsRetention MetricsCommercial Acumen

Questions & Answers

Common questions about this position

What is the salary or compensation for the Head of Renewals position?

This information is not specified in the job description.

Is this Head of Renewals role remote or does it require office work?

This information is not specified in the job description.

What key skills are required for the Head of Renewals role?

The role requires commercial acumen including understanding of SaaS revenue mechanics like ARR, churn, retention, and expansion, along with strong negotiation skills, and leadership abilities to build, coach, and lead a high-performing renewals team.

What does the team structure look like for this position?

The Head of Renewals will manage a team of Renewal Managers and Specialists.

What makes a strong candidate for the Head of Renewals role?

Strong candidates will have commercial acumen in SaaS metrics like ARR and retention, proven leadership in building and coaching high-performing teams, and experience in renewals strategy, forecasting, and cross-functional partnerships.

Apollo.io

Sales intelligence and engagement platform

About Apollo.io

Apollo.io provides a platform designed to enhance sales processes and improve outreach for businesses. Its main features include prospecting intelligence, which helps users identify and research potential leads, and enrichment job change alerts that keep databases accurate with extensive data points. The platform also offers sales engagement analytics, allowing users to create multi-channel outreach sequences. Additionally, Apollo.io supports API integrations for data enrichment and custom workflows. Unlike many competitors, Apollo.io focuses on a subscription-based model that offers various pricing tiers, catering to both small businesses and large enterprises. The company's goal is to optimize sales strategies and increase revenue for its clients while ensuring data privacy and security through compliance with industry standards.

San Francisco, CaliforniaHeadquarters

2015Year Founded

$244.3MTotal Funding

SERIES_DCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Flexible Spending Account (FSA)

Health Savings Account (HSA)

Financial Planning

Risks

Rapid growth may strain Apollo.io's operational capabilities and customer service.

New executive hires could lead to strategic shifts misaligned with customer expectations.

Emerging competitors like Zitadel may challenge Apollo.io's market position.

Differentiation

Apollo.io offers verified contact data for over 210 million B2B contacts.

The platform integrates sales intelligence with engagement tools in one unified solution.

Apollo.io's compliance with ISO, SOC 2, and GDPR ensures high data security standards.

Upsides

Apollo.io ranked 125 on the 2024 Deloitte Technology Fast 500 with 954% growth.

The company raised $250 million, reaching a valuation of $1.6 billion.

Apollo.io's multi-channel outreach aligns with rising sales engagement trends.

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