Renewals Leader

Description

About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. 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. What you'll do: - 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