Renewals Leader

Anthropic

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 consumption-led businesses, with significant exposure to renewals, retention, sales, or customer success - 3–5+ years of people management experience leading renewals, retention, or commercial teams - A proven track record of owning and exceeding renewal and retention targets in complex, enterprise deal cycles - Excellent forecasting and pipeline management skills, with a reliable, evidence-based approach to calling the number - Demonstrated ability to influence cross-functional stakeholders — Sales, Finance, Deal Desk, and Customer Success — at all levels - A strong analytical mindset and comfort using data to drive decisions Strong candidates may also have: - Direct experience with consumption-based or usage-based pricing models, and the unique retention dynamics they create - Background in data, AI, cloud, or developer-platform businesses - Experience building a renewals or retention function from the ground up, including playbooks, forecasting cadence, and team structure - Experience operating across multiple regions and markets - Passion for AI and alignment with Anthropic's mission of beneficial AI development The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $200,000 - $265,000 USD Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.