Manager, Renewals & Expansion

*We are hiring for this role in Atlanta OR Indianapolis**

Are you ready to make a difference? At Greenlight Guru, our leading SaaS platform helps some of the world’s most innovative medical device companies bring higher quality, life-changing products to market faster. Our cloud-based technology serves 1000+ global customers with a platform that powers end-to-end product lifecycle excellence from idea to commercialization to postmarket surveillance.

Headquartered in Indianapolis, IN, we are a remote-first company on a mission to improve the quality of life . Having raised over $120M from top-tier investors, we are rapidly scaling with a driven and relentless commitment to helping our customers succeed. Since 2021, we are part of JMI Equity, a growth equity firm focused on leading software companies.

The Manager, Renewal & Expansions at Greenlight Guru provides leadership and oversight for an assigned group of Renewal Specialists, ensuring achievement of retention targets, revenue growth, and long-term client partnerships. As a new role at Greenlight Guru, this role will be responsible for providing an exceptional renewal and expansion experience through the development of internal processes and procedures.

The Manager, Renewal & Expansions is responsible for understanding clients’ business needs, driving growth strategies, and managing their team toward achieving defined revenue targets. As a player coach, this role will manage a small book of priority accounts to plan and execute account retention and growth strategies.

Additionally, this role will focus on fostering the professional growth of the team through coaching, training, and certifications, ensuring the team is equipped to perform. The Manager will act as the primary escalation point for customers and work cross-functionally to align internal resources with client needs.

Key Responsibilities:

• Leadership and Strategy:
• Provides leadership for the Renewal & Expansion team, including defining and executing the team's vision, strategy, and goals.
• Serves as the senior point of contact for escalated customer needs, ensuring resolutions align with Greenlight Guru’s customer-centric values.
• Revenue Growth and Retention:
• Drives customer retention and growth through upsells, cross-sells, and renewals.
• Supports the development of account strategies that align with customer needs and business objectives.
• Customer Engagement:
• Facilitates executive-level customer discussions to identify opportunities for value creation and ensures alignment with Greenlight Guru’s platform.
• Acts as a trusted advisor to key accounts, helping clients achieve their desired outcomes with Greenlight Guru’s products and services.
• Team Development:
• Recruits, trains, and mentors a high-performing team of Renewal Specialists.
• Fosters a culture of accountability and collaboration, with a focus on developing strategic commercial skills within the team.
• Operational Excellence:
• Oversees the regular cadence of retention strategy, account growth plans, and forecasting.
• Works cross-functionally to align customer success teams with account strategies.
• Monitors and reports on key metrics related to retention and expansion performance and team effectiveness.

Qualifications:

• Experience:
• 5+ years of experience in account management, client success, or related fields, with a proven ability to retain and grow recurring revenue.
• Demonstrated experience in leading teams and achieving revenue targets.
• Leadership Skills:
• Proven ability to recruit, develop, and lead high-performing teams.
• Exceptional interpersonal and communication skills, with the ability to communicate progress of initiatives to stakeholders
• Enthusiastic and creative leader, able to inspire others
• Ability to identify skill development areas and create coaching strategies
• Commercial Expertise:
• Strong understanding of account management best practices, including relationship management, negotiation, and advisory skills.
• Experience implementing business practices and policies consistently within the team
• Results-Oriented:
• A track record of exceeding revenue and retention targets through effective leadership and customer-centric strategies.
• Passion for operational excellence to ensure consistent and reliable forecasting.
• Experience developing and tracking key performance metrics such as gross retention, net retention, and expansion rates.
• Education:
• Bachelor’s degree in business, management, or a related field.

This role can be located within commutable distance of Atlanta OR Indianapolis. On-target earnings are up to $150k. Compensation is determined by factors such as, but not limited to, experience, education, skills, and geographic location. You will also be eligible to earn commissions subject to commission plans and policies that may be in effect occasionally.

At Greenlight Guru, we believe that the fundamental importance of Diversity, Equity, Inclusion, and Belonging (DEIB) is critical to our strength as a company We work to provide a safe and inclusive experience - regardless of age, color, disability, gender identity, marital status, maternity, national origin, pregnancy, race, religion, sex, sexual orientation, or status as a protected veteran. If you need assistance or accommodations to submit your application for this position, please email [email protected].