Director, Renewals, APJC

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Overview:

The Director of Renewals will be responsible for providing guidance and leadership to a highly motivated team of Renewals Managers based regionally that focus on renewing and managing existing accounts across APJC. This role is available in Singapore or Sydney.

Strong sales, customer management, business acumen, and the ability to quickly assess and understand a customer's needs are essential to success in this role. Working with cross functional GTM leaders, the team will play a pivotal role in renewal and retention of customers by carefully managing and monitoring their customer base, outreach, forecasting, and implementing the correct renewal strategy.

What you will do:

• Lead, guide and develop a regional Renewals team that is focused on customer success, retention, upsells and cross sells.
• Guide the team through renewal opportunities, forecasting, negotiation, and close of renewals prior to contract expiration.
• Accurately forecast projected revenue attainment and performance of the Renewals team.
• Mentor team members through observation of their work and develop learning plans to improve their abilities, skills, and knowledge of the Cloudflare platform, renewal strategies, and client-facing skills.
• Work with GTM leaders to drive sales through optimizing processes, training of the team, and development of a culture of collaboration, learning, and success.
• Drive monthly/quarterly updates and quarterly business reviews.
• Potential travel up to 25%

The ideal candidate will possess the following experience and skills:

• 7+ years of progressive leadership experience in Customer Success, Renewals, or Sales
• 10+ years of commercial experience in the full sales cycle within the high-tech/SaaS industry, specifically managing complex accounts
• 5+ years leading a regional team across APJC
• Proven track record of driving significant year-over-year growth in retention rates, upsells, and renewal revenue targets.
• Expertise in forecasting, financial modeling, and using CRM/Forecasting tools to provide executive-level revenue projections and business insights.
• Exceptional skills in executive-level negotiation and successfully navigating complex customer objections, legal, and procurement challenges to secure win-win outcomes.
• Demonstrated ability to thrive in a constantly changing, rapidly evolving global work environment and competitive industry.
• Bachelor's Degree in Business, Finance, or a related field an MBA or equivalent advanced degree is highly desirable.