What We Do:

Calm is the world’s #1 brand for mental fitness and our Calm Business team is furthering our mission to make the world happier and healthier by bringing our offering into the employee benefits space. Calm Business is helping companies build a more resilient organization by promoting better sleep, reducing stress and anxiety, and developing consistent mindfulness practices. We offer accessible and effective content to meet the needs of any diverse workforce. With our proven launch strategy and marketing resources, plus ongoing engagement programs and account support, we take the stress out of employee benefits.

What You’ll Do:

You will be the ultimate player-coach with your core focus being the growth and success of our Renewals Team. You will continue to build a strong team and culture, create and refine processes and seek ways to define the next evolution of customer success and retention. You’ll also be a cross-functional partner that advocates for customer success through renewals, upsells and expansions. We work in a fast paced environment that is constantly evolving and are looking for a dynamic, creative, and innovative individual to guide our Calm Business Renewals team.

The ideal Manager, Renewals has 5+ years of Account Management/Renewals experience and has exceptional knowledge of contracts, pricing structures, negotiations and building rapport. This Manager would also have 2+ years of leadership experience with a solid background of coaching & development. In this role, you will gain in-depth knowledge of Calm Business’s pricing structure, contracting process, and articulating ROI. On this team, you will have the opportunity to partner with various cross-functional teams like Customer Success, Sales, Deal Desk, Finance and Legal teams, among others.

• Build and manage our stellar Renewals Managers
• Recruit, hire, coach and develop top talent
• Own, drive, refine and manage the renewals process while reducing churn
• Gain in-depth knowledge of our pricing model, contract structure, and flexibility within them.
• Participate in Customer Success led business reviews, and conduct Renewals Meetings as needed
• Become well versed on the ROI and value proposition of Calm
• Become a trusted business partner with customers and foster effective conversations with them around benefits, digital health strategies and how Calm fits in, all geared toward contract and value expansion
• Partner with Customer Success Managers and the Sales team to identify upsell and expansion opportunities
• Develop and refine our renewal processes
• Work closely with our Customer Success team to identify high-risk clients and develop a plan of action to increase adoption and usage
• Maintain and update a rolling forecast for your territory
• Follow and adhere to best practices for all internal processes including, opportunity management, data accuracy, quoting and forecasting

Who You Are:

• A results-oriented self-starter with excellent organizational skills and the ability to handle various tasks
• Highly skilled with discovery techniques and negotiation
• Comfortable partnering with different people across the organization and a “roll-up the sleeves” approach to accomplish all necessary tasks
• Exceptional communication skills in person, on the phone and through email
• Very comfortable using Salesforce on a day to day basis
• Have experience in establishing new processes
• At least 5 years of experience in a Sales, Customer Success or Renewals role

Nice-to-Haves:

• Experience working in a fast paced startup environment
• A passion for mental fitness and well being
• Experience with project management and change management
• Familiarity with the digital health and wellness landscape
• Experience with Salesforce CPQ and Ironclad
• Advanced proficiency with contract renewal processes
• Willingness to take on additional tasks or projects that are beneficial to the team and the organization

The on target earnings for this role are $191,000 annualized with a 75/25 split between base pay and incentive compensation ($145,250 base/$47,750 incentive). Exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience and other qualifications. This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.