Renewals Leader

External

Anthropic · San Francisco, CA

$260K–$315K/yrFull-timeOn-site1d ago

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About the role

We're looking for a Renewals Leader to build and scale the function that protects and grows Anthropic's recurring and committed revenue. This role owns renewals strategy, execution, and forecasting - ensuring we deliver exceptional customer outcomes while sustaining durable, predictable revenue as our enterprise base scales. Anthropic operates on a consumption-based model, which makes this fundamentally different from a traditional renewals role. Your team won't simply be renewing contracts on a fixed cycle - they'll be managing customer commitments in step with real usage, catching consumption risk early, and converting healthy adoption into expanded commitments. You'll build the playbooks, the forecasting rigor, and the early-warning systems that make retention a strength rather than a scramble. You'll lead and develop a team of Renewals Managers, partner closely with Sales, Deal Desk, Finance, and Customer Success, and serve as a trusted commercial voice in front of strategic customers. This is a builder's role: you'll be one of the first dedicated leaders for this function, so the processes, culture, and standards you set become the template.

Responsibilities

Build and lead the renewals team. Hire, develop, and retain a team of Renewals Managers. Define how the function covers the customer base, set the performance bar, and create a culture of accountability and customer-centricity.

Own the renewal number. Own renewal bookings, gross and net retention, on-time renewal metrics, forecast accuracy, and renewal pipeline health. Identify risk early and implement mitigation strategies to reduce churn and contraction.

Define the operating model. Establish scalable renewal playbooks, stage definitions, qualification criteria, and operational rigor - adapted for the realities of consumption-based revenue rather than fixed contract cycles.

Forecast with rigor. Drive accurate weekly and monthly renewal forecasting and reporting that leadership can plan against, grounded in usage data and customer health signals.

Drive expansion at renewal. Partner with Sales and Customer Success to convert adoption depth into expanded commitments, and lead executive-level renewal conversations for strategic accounts where required.

Collaborate across the GTM organization. Work with Sales on territory and account strategy, with Deal Desk and Finance on pricing, terms, and approvals, and with Strategy & Operations on forecasting and field alignment.

Lead with an AI-first mindset. Use data, automation, and tooling - including Claude - to optimize renewal processes, monitor KPIs, and continuously raise the bar on performance.

You may be a good fit if you have:

8-12+ years of experience in SaaS, PaaS, or consumption-led businesses, with significant exposure to renewals, retention, sales, or customer success

3-5+ years of people management experience leading renewals, retention, or commercial teams

A proven track record of owning and exceeding renewal and retention targets in complex, enterprise deal cycles

Excellent forecasting and pipeline management skills, with a reliable, evidence-based approach to calling the number

Demonstrated ability to influence cross-functional stakeholders - Sales, Finance, Deal Desk, and Customer Success - at all levels

A strong analytical mindset and comfort using data to drive decisions

Strong candidates may also have:

Direct experience with consumption-based or usage-based pricing models, and the unique retention dynamics they create

Background in data, AI, cloud, or developer-platform businesses

Experience building a renewals or retention function from the ground up, including playbooks, forecasting cadence, and team structure

Experience operating across multiple regions and markets

Passion for AI and alignment with Anthropic's mission of beneficial AI development

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role's On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

$260,000 - $315,000 USD

Logistics

Minimum education: Bachelor's degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least

Renewals Leader

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