Director of Reals

As the leader in Identity Security, SailPoint continues to grow globally. And as we look to expand our global presence, we are always looking for talented sales minded individuals to help support these efforts. We are a US based, publicly traded company, headquartered in Austin, Texas. SailPoint is not only the leader in the cloud enterprise space, our governance security solutions secure and enable thousands of companies worldwide. This would be a remote setting role based anywhere in the US.
We are seeking an experienced, highly motivated Renewals Director to be a part of our client-facing organization. This leadership position is responsible for the establishment, development, and overall success of a team of Renewals Sales Representatives, and creating a renewal process and drives both customer retention and delight.
This is a demanding role that requires strong leadership, priority management and interpersonal skills, a strong understanding of SailPoint's products and culture and previous experience in a renewals leadership role. The Director of Renewals is responsible for ensuring that their team is focused on minimizing financial attrition (near and long-term), securing favorable terms, identifying growth opportunities, and providing data insights back to the business.
Responsibilities:

• Grow and continue to build a globally consistent, regionally autonomous renewal function; direct leadership of the global invoice business with matrixed functional leadership of international renewal managers
• Lead ongoing team growth and team member career development including recruiting, hiring, training and coaching Renewal Managers
• Drive short term and long term revenue impact by minimizing financial attrition and securing favorable terms across all renewals.
• Ensure the global renewals team achieves financial attrition targets and other key metrics.
• Ensure that the renewals team is effectively identifying customer requirements, uncovering issues, and demonstrating strong account management and commercial capabilities to drive renewal events to on-time closure and ongoing customer success
• Serve as a point of escalation with customers for challenging renewals
• Be a trusted advisor to Sales and Customer Success in your territory and drive a monthly meeting cadence with Sales and Customer Success leadership within the territory.
• Proactively partner with global Sales and Customer Success leadership on top risks and red accounts
• Partner with all other relevant internal functions (e.g., legal, deal desk, sales ops, finance, rev ops) to develop comprehensive 'win' strategies for renewal events
• Conduct weekly forecast meetings with your team and deliver a regular revenue forecast to CS, Sales and Finance leadership.
• Develop playbooks for renewal engagement and strategies to maximize revenue retention
• Provide executive management with insights into the health of our invoice business, complete visibility to global renewal trends and key events, solicit executive engagement as required, communicate risk clearly, and take the lead in developing short and long-term resolution strategies.

Required Skills/Experience:

• 5 or more years of demonstrated success in a Renewals leadership role with a strong track record of building high performance teams
• Proven track record of overachievement of quota and KPIs along with strong organizational, operational and analytical skills
• Highly effective communication skills, capable of explaining complex situations clearly and credibly across all functions and levels of the organization.
• Experience working with a large global sales organization
• Possess exceptional executive level negotiation skills and be an effective mentor for team members.
• Excellent financial acumen, process and policy management skills
• Strong customer management skills and excellent negotiation skills
• Ability to manage, analyze and track data for a sophisticated and often complex renewal cycle
• Ability to work in a fast-paced environment and effectively prioritize and delegate

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.