Renewal Specialist – APJ

About Vanta

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

Job Summary

As a Renewals Specialist on the Vanta’s Account Management team, you’ll own renewals and retention across a high-volume segment of early-stage companies using Vanta. You will serve as the primary point of contact for all post-sale commercial conversations, focusing on driving renewals. As a trusted advisor to the customer, you will work to understand their business needs and align Vanta’s solutions with their objectives to help mature our customers’ compliance and security program.

Key Responsibilities

• Develop and maintain a strong operating rhythm to successfully manage a large book of business and their renewal cycles.
• Develop a deep understanding of Vanta’s current product offerings and take initiative to learn Vanta’s product roadmap to speak confidently when addressing customers.
• Maintain strong partnerships and alignment with the Customer Success organization to understand customer health, ensure close strategic collaboration and execute harmonious communication to accounts.
• Collaborate on renewal strategies with the Customer Success organization to ensure a positive customer experience & high GDR.
• Manage the entire sales cycle of any renewals and expansion opportunities from first meeting to close, negotiating where necessary and pulling in additional internal resources where appropriate (solutions consultants, subject matter experts, etc).
• Accurately forecast monthly churn and expansion, and maintain a clean SFDC instance with scrutinous pipeline hygiene.
• Keep a relentless focus on the customer needs and provide a consultative approach in architecting a solution.
• Establish and maintain effective, cooperative working relationships with customers. This includes objection-handling and problem-solving when customers request discounts, indicate they don’t want to renew, alert us that they’re evaluating competing solutions, etc.

How to be successful in this role:

• Have 1+ years experience selling.