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Role Description

Securonix is a leader in AI-driven security analytics and XDR solutions, empowering organizations to detect, investigate, and respond to advanced cyber threats with speed and precision. Our cloud-native platform delivers advanced threat detection, behavioral analytics, and automation to help enterprises modernize their security operations.

The Vice President of Account Management (Renewals & Expansion) will lead and scale Securonix’s global renewals and account management organization, owning gross revenue retention (GRR), net revenue retention (NRR), and expansion revenue across the customer lifecycle. This executive will drive renewal excellence, mitigate churn risk, and systematically increase customer lifetime value through strategic upsell and cross-sell initiatives. This leader will bring operational rigor, customer-centric strategy, and strong SaaS commercial expertise within enterprise cybersecurity environments. The role is both strategic and hands-on, requiring a data-driven approach to forecasting, risk management, expansion pipeline development, and team performance.

Qualifications

• 10–15+ years of experience in SaaS, with at least 5+ years leading enterprise renewals, account management, or post-sales revenue teams.
• Proven track record of driving >90%+ GRR and strong NRR through systematic upsell and cross-sell strategies.
• Demonstrated success owning expansion revenue targets within enterprise SaaS environments.
• Experience in cybersecurity, SIEM, XDR, or security analytics strongly preferred.
• Demonstrated expertise in complex enterprise contract negotiations and multi-product upsell motions.
• Strong financial acumen with experience owning renewal and expansion forecasting and revenue commitments.
• Experience scaling global teams in high-growth environments.
• Experience in cloud-native SaaS subscription models.
• Familiarity with enterprise procurement cycles and InfoSec buying processes.
• MBA or equivalent executive leadership experience.

Requirements

• Own and drive global Gross Revenue Retention (GRR), Net Revenue Retention (NRR), and Expansion Revenue targets.
• Develop and execute renewal and upsell strategies across enterprise, mid-market, and strategic accounts.
• Establish structured account growth plans to systematically identify and close expansion opportunities, including upsell and cross-sell of additional modules, capacity, and services.
• Implement proactive churn mitigation frameworks and risk scoring methodologies.
• Lead commercial strategies that maximize account penetration and wallet share within the installed base.
• Partner closely with Sales and Customer Success to transition accounts from adoption to expansion.
• Drive disciplined expansion pipeline management and accurate forecasting within CRM (e.g., Salesforce).
• Lead pricing, packaging, and discounting strategies to optimize renewal and expansion outcomes.
• Build, mentor, and scale a high-performing global Account Management team focused on both retention and growth.
• Establish performance metrics, quotas, and compensation plans aligned to GRR, NRR, and expansion revenue.
• Foster a culture of accountability, commercial ownership, and proactive account growth.
• Create career progression frameworks and leadership development programs within the team.
• Implement data-driven processes to track churn drivers, expansion trends, renewal timing, and upsell conversion rates.
• Standardize renewal and expansion playbooks, account planning frameworks, and engagement cadences.
• Partner with Revenue Operations to enhance reporting, dashboards, and expansion analytics.
• Align with Customer Success, Sales, Product, Finance, Legal, Marketing, and Support to ensure seamless renewal and expansion.
• Provide structured customer feedback to Product and Engineering teams to inform roadmap prioritization.
• Work with Marketing to support customer advocacy, case studies, and expansion campaigns.
• Support executive-level customer engagement for strategic growth accounts.
• Develop multi-year retention and expansion strategy aligned with company growth objectives.
• Evaluate segmentation and coverage models to optimize expansion efficiency and account penetration.
• Drive process automation and tooling improvements to scale renewal and expansion operations.
• Contribute to board-level reporting on retention, expansion, and customer lifetime value metrics.

Benefits

• Medical insurance with Cigna offering 4 plans to choose from.
• Vision and dental insurance are both PPO plans.
• Securonix pays for your STD, LTD, and Basic Life AD&D benefit.
• Access to the Employee Assistance Program (EAP) at no cost, providing professional, confidential counseling services.
• Eligible to participate in 401(K) the 1st of the month following 60 days of employment.
• Flexible Time Off plan available.