HG Insights

Growth Marketing

• Own the Renewal Lifecycle: Manage a dedicated portfolio of mid-market accounts, proactively initiating, negotiating, and closing all renewal opportunities to meet or exceed retention targets.
• Mitigate Churn Risk: Systematically monitor account health, usage data, and customer feedback to identify at-risk accounts well in advance of the renewal date and collaborate with Customer Success Managers (CSMs) to execute necessary intervention plans.
• Drive Timely Execution: Ensure a seamless and efficient renewal process by accurately quoting, drafting contracts, handling price negotiations, and finalizing paperwork in accordance with company standards and deadlines.
• Articulate Value: Partner closely with CSMs to ensure customers have a clear understanding of the value they have received from our solution throughout the contract term, justifying the investment and potential price adjustments.
• Process Improvement: Utilize AI and modern sales/customer success tools to analyze renewal trends, forecast accurately, identify process bottlenecks, and recommend improvements to enhance renewal efficiency and predictability.
• Internal Collaboration: Act as the commercial liaison between the customer, legal, finance, and the Customer Success team to resolve any blockers or complex contract issues related to the renewal.
• Upsell Identification (Secondary): While the primary focus is retention, you will identify and flag any strong upsell or expansion opportunities to the appropriate Account Manager or Sales team member.

Renewals Specialist – Growth

Account Manager

• Manage a portfolio of mid-market accounts, ensuring a seamless onboarding and consistently high customer satisfaction.
• Own the post-sale customer lifecycle: onboarding, adoption, retention, renewal, and expansion.
• Partner with customer stakeholders to understand their goals, uncover new use cases, and drive value realization.
• Identify and pursue in-year expansion and upsell opportunities through proactive engagement and account planning.
• Use AI and modern sales/customer success tools to analyze account health, identify signals of risk or opportunity, and prioritize outreach.
• Develop and execute strategic account plans in collaboration with internal teams (Product, Marketing, Sales).
• Act as a customer advocate, bringing feedback to leadership and helping refine our offerings and processes.

Account Manager – Mid-Market

Director

• Build and drive Customer Education & Enablement efforts, especially around PLG-driven self-service capabilities.
• Support adoption of insights and capabilities by sharing best practices, customer stories, use cases, and outcomes.
• Create and execute customer-focused campaigns, including videos, webinars, content development, best practices, and use case initiatives by key customer personas.
• Plan and execute customer educational events, videos, and webinars; manage logistics, promotions, and post-event follow-up.
• Develop compelling educational content: case studies, whitepapers, blog posts, videos, webinars, and sales enablement materials.
• Ensure brand consistency and messaging alignment across educational resources and collateral.
• Serve as primary marketing point of contact for customer education efforts; collaborate with sales, product, and customer success for GTM efforts.
• Collaborate with related teams to develop joint value propositions and integrated educational content.
• Track, measure, and report on success of customer education initiatives using KPIs; leverage data insights to optimize strategies.
• Hire and grow a team to support the customer education function and manage direct reports once onboard.

Director of Customer Enablement

Account Executive

• Prospect, identify, and engage new mid-market accounts ($100M–$1B in revenue).
• Manage the full new business sales cycle: outreach, discovery, proposal, negotiation, and close.
• Qualify leads, conduct tailored product demos, and articulate value propositions to varied stakeholders.
• Use AI and cutting-edge sales tools to optimize prospecting, pipeline development, and forecasting.
• Continuously learn and adapt to new solutions, customer needs, and evolving market dynamics.
• Collaborate closely with Sales, Marketing, and Solution Engineering to accelerate new business opportunities.
• Document and share market feedback to influence our go-to-market strategy.
• You thrive on engaging new prospects and closing new business.
• You work independently and are motivated by the challenge of building new client relationships from the ground up.
• You embrace modern selling tools and continuously look for ways to work smarter and faster.
• You want to join a growth-minded team that values adaptability, learning, and practical problem-solving.

Renewals Specialist – Growth

Account Manager – Mid-Market

Director of Customer Enablement

Account Executive, New Business