Renewal Sales Analyst

What You ll DoThe Renewal Analyst will help drive the renewal process for contracts working with Customer Account Managers CAMs and other teams to ensure timely accurate and efficient contract renewals You will manage the end-to-end renewal process from early-stage preparation and contract reviews to finalizing the renewal quote all while maintaining a strong focus on customer retention and maximizing revenue opportunities You will collaborate with CAMs Finance CX and other stakeholders to ensure that the renewal process aligns with business goals and customer expectations You will report to the RSA Manager This is an individual contributor role What Your Responsibilities Will BeProactive Renewal Opportunity Management You will work on renewal opportunities 120 days prior to the renewal date for Anchor contracts in both the 1st and 2nd halves of the year H1 H2 Work with CAMs to schedule account review calls with customers and ensure that the renewal process is aligned with customer needs You will create the renewal presentation deck in collaboration with the CAM ensuring all relevant details are covered Contract Review and Price Lock Management You will review existing and previous contracts to identify price lock conditions ensuring that all pricing terms are following customer agreements You will inform the CAM of any necessary changes to quote pricing based on the contract review Discount Guidelines and Discount Grid Management You will maintain the discount grid for each product based on usage and new pricing tiers You will ensure CAMs are communicated on the discount grid and effect of unauthorized or excessive discounts Collaboration on Downgrades Cancellations and Adjustments You will collaborate with CAMs to understand any customer-focused product downgrades or cancellations and incorporate these changes into the renewal quotes You will help evaluate opportunities for additional discounts or adjustments for the upcoming subscription year and ensure these changes are reflected in the renewal quotes Renewal Communication and Notifications You will inform CAMs of all upcoming contract renewals for both halves of the year ensuring that renewal deadlines and timelines are tracked You will notify CAMs about products with zero or low usage within customer accounts and ensure these topics are addressed during the customer meeting to maximize engagement Renewal Quote Creation and Customer Approval You will collaborate with CAMs to create accurate and comprehensive renewal quotes capturing all agreed-upon changes and adjustments You will secure email approval from customers for renewal quotes to ensure that all terms are agreed upon before finalizing the contract System Efficiency and Data Management You will use Salesforce CPQ Gong and Gainsight to manage renewal opportunities and ensure all data is updated and accurate ensuring processing and tracking of renewals quotes and customer interactions Cross-Functional Collaboration You will work with the CAM Finance CX and Global Services Organization GSO to resolve issues improve processes and ensure that all renewal requirements are met You will provide proactive support and insights to our teams to provide a smooth renewal process Key Performance Indicators KPIs On-Time Renewals Ensure renewals are completed 15 days before the renewal date to support our overall renewal targets Gross Revenue Retention GRR Maintain high retention rates by focusing on customer satisfaction and timely accurate renewal processes Post-Renewal Concessions Keep post-renewal concession rates low by ensuring pricing and discounting protocols are followed Renewal Quote Accuracy Ensure all renewal quotes are accurate capturing all changes made during the renewal process Follow Discounting Grid Maintain agreement on the discounting guidelines ensuring discounts are within the approved grid System Efficiency Efficient use of Salesforce CPQ Gong and Gainsight ensuring that data is updated and renewal tasks are managed Customer Approval Ensure renewal quotes are sent to customers promptly and secured with email approvals promptly What You ll Need To Be Successful Experience 3 years of experience in renewal management account management or customer success in a B2B or SaaS environment Education Bachelor s degree or equivalent experience LI-OnsiteHow We ll Take Care Of YouTotal Rewards In addition to a great compensation package paid time off and paid parental leave many Avalara employees are eligible for bonuses Health Wellness Benefits vary by location but generally include private medical life and disability insurance Inclusive culture and diversity Avalara strongly supports diversity equity and inclusion and is committed to integrating them into our business practices and our organizational culture We also have a total of 8 employee-run resource groups each with senior leadership and exec sponsorship Learn more about our benefits by region here