Renewals Manager

Job Overview

As a member of Asana’s Renewals team, you will manage the renewal process from initial planning through quote, negotiation, and close. You will work directly with customer decision-makers to understand business requirements, budgets, approval processes, and potential risks while helping customers continue realizing value from Asana.

You will also maintain renewal forecasts, identify trends within your portfolio, develop strategic pricing proposals, and coordinate internally with teams including Deal Desk, Sales Operations, Legal, Finance, Customer Success, and Sales Management.

Key Responsibilities

• Manage and negotiate all aspects of customer contract renewals using sound commercial judgment.
• Identify customer requirements and use strong account management practices to drive on-time renewal completion.
• Engage decision-makers to understand budgets, approval processes, stakeholders, requirements, and potential obstacles.
• Develop negotiation strategies designed to maximize contract value while protecting the customer relationship.
• Maintain an accurate rolling 150-day renewal forecast.
• Analyze renewal data to identify trends, risks, and opportunities.
• Document renewal activity and progress in Salesforce and Clari according to established renewal guidelines.
• Manage the complete quote-to-close process for renewals within an assigned territory.
• Create and negotiate strategic pricing and packaging proposals.
• Communicate Asana’s differentiated value when customers are evaluating competitive alternatives.
• Identify renewal risk early and develop approaches to protect customer retention.
• Partner with Deal Desk, Sales Operations, Legal, Finance, Customer Success, and Sales Management to resolve complex customer requirements.
• Identify opportunities to improve renewal processes and eliminate operational inefficiencies.
• Look for opportunities to support account growth while maintaining strong customer satisfaction.

Required Qualifications

• 36–60 months of experience in renewals sales or a related role.
• Demonstrated success meeting or exceeding quota targets.
• Ability to work Pacific Time hours.
• Strong customer relationship management skills.
• Experience negotiating contracts, conducting discovery, communicating value, and closing commercial agreements.
• Excellent written and verbal communication skills.
• Strong presentation abilities and executive presence.
• Analytical ability to maintain forecasts, interpret data, and identify trends.
• Problem-solving skills related to renewal risk and customer challenges.
• Familiarity with work management concepts and the Asana platform.
• Experience with quoting, contracting, or subscription management systems.
• Strong understanding of annual recurring revenue and renewal processes.
• Ability to manage a book of business while maintaining customer satisfaction in a changing environment.
• Interest in learning and applying AI tools and emerging technologies to improve productivity, collaboration, or decision-making.

Preferred Qualifications

• Experience working within a SaaS organization.

Core Areas of Focus

• SaaS renewals.
• Customer retention.
• Annual recurring revenue.
• Contract negotiation.
• Account management.
• Renewal forecasting.
• Pricing and packaging.
• Customer risk management.
• Salesforce and Clari.
• Cross-functional deal execution.

Compensation

The estimated annual base salary range for this position is $98,700–$126,000 USD. Actual base salary depends on factors including market conditions and individual qualifications assessed during the interview process.

The compensation package may also include equity, sales incentive pay, and employee benefits.

Benefits

• Mental health, wellness, and fitness benefits.
• Career coaching and support.
• Inclusive family-building benefits.
• Long-term savings or retirement plans.
• In-office culinary options for employees working from an Asana office.

Work Arrangement

This position may be fully remote depending on the candidate’s U.S. state and requires availability during Pacific Time working hours.

Candidates based from Asana’s San Francisco office may follow an office-centric hybrid schedule. The standard in-office days listed for that arrangement are Monday, Tuesday, and Thursday, with additional work-from-home flexibility depending on the day, role, and collaborating teams.