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Location: London Senior Renewals Manager, EMEA

Founded in 2018 and already valued at over $8 billion, Fireblocks is a SaaS platform that helps companies to create innovative products on the blockchain and manage day-to-day crypto operations. Fireblocks is trusted by some of the largest financial institutions, banks, globally-recognized brands, and Web3 companies in the world, including BNY Mellon, BNP Paribas, ANZ Bank, Revolut, and thousands more, to securely scale digital asset operations through the Fireblocks Network and MPC-based wallet infrastructure. We have offices in New York, London, Tel Aviv, and Singapore, and we are continuing to expand our teams to reach new customers globally.

Looking for an industry-leading, secure digital asset platform, experiencing hypergrowth valued at $8 billion? Welcome to Fireblocks! 

Here’s the bit about us:

Fireblocks is an enterprise-grade platform delivering a secure infrastructure for moving, storing, and issuing digital assets & cryptocurrencies. Here at Fireblocks, we enable financial institutions to securely build, run and scale digital asset operations through the Fireblocks Network and MPC-based Wallet Infrastructure. Digital assets are protected from cyber-attacks, internal collusion, and human error using next-generation multi-layer technology. Fireblocks is the only platform that provides insurance for digital assets in storage, transfer, and E&O.

As of September 2022, we serve over 1800 institutional customers, have secured the transfer of over $4 trillion in digital assets and are the highest-valued digital asset infrastructure company in the world, with a valuation of $8 billion and over $1 billion raised.

Our mission is simple: Enable every business to easily and securely support digital assets & cryptocurrencies. Come join us as we Secure. Simplify. Scale

Here’s the bit about the opportunity:

The Senior Renewals Manager is responsible for supporting the Customer Success team in their mission to retain and grow Fireblocks’ customers. Renewals Manager is responsible for ensuring timely and successful renewal of customer subscriptions while providing a seamless customer experience. The role aims to deliver predictable and efficient renewals through a proactive engagement in the customer lifecycle.

The Senior Renewals Manager will work in close alignment to the Customer success managers, Account managers, Sales directors and Finance teams, to manage the renewal process and the addition of services and decommissioning of accounts.

You’ll be:

  • Maximising customer retention rates through effective sales techniques while also minimising customer churn and contraction.
  • Analysing customer renewal data and current renewal agreements to determine retention and uplift strategy.
  • Executing the renewal process to ensure ARR is retained or expanded
  • Evaluating license usage and complete true-up requirements
  • Understanding our portfolio and align the customer’s business needs and goals to generate renewal quotes
  • Providing renewals administration support to co termed expansion opportunities
  • Ensuring that renewals are closed on a timely basis.
  • Collaborating with Sales and Customer Success Managers on renewals strategy and plans, leveraging customer analytics and metrics.
  • Liaising with customers to ensure POs and order forms are accurately completed to allow for internal deal approval.
  • Identifying opportunities, customer level risk and coordinating the mitigation.
  • Contributing to the improvement of the renewal process, policies, and tools including helping others on the team.
  • Providing accurate weekly forecasts and status of renewals and associated risks.
  • Negotiating and bring to successful closure renewals for assigned customers.

You’ll have:

  • Demonstrable experience in renewals, sales operations, account management in high growth SaaS technology environments is required
  • Ability to negotiate contracts when often working with a high volume of SaaS renewals
  • Proficiency with Salesforce, Customer success software and Configure Price Quote (CPQ) applications is required
  • Experience in working across functions to deliver customer facing quotes/proposals
  • Consistent track record of accurate forecasting and achieving or exceeding quota targets
  • Prioritise requests based on importance and timing for key decision making or events
  • Manage a renewal pipeline and forecast renewal rates on a monthly and quarterly basis
  • History of thriving in a rapidly changing environment
  • Excellent communication and interpersonal skills
  • Proactive and results driven
  • Strong empathy for customers and passion for revenue and growth
  • Analytical and process-oriented mindset

Performance indicators

  • Gross renewal rate
  • On time renewals
  • Net ARR in alignment with our renewals policy
  • Churn and contraction rate
  • Customer Satisfaction

Fireblocks' mission is to enable every business to easily and securely access digital assets and cryptocurrencies. In order to do that, we strongly believe our workforce should be as diverse as our clients, and this is why we embrace diversity and inclusion in all its forms. 

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