Renewals Representative

Summary

LastPass delivers secure access solutions that help individuals and organizations manage and protect access to applications, AI, and credentials. The Renewals Representative will own the full renewal cycle, including customer outreach, forecasting, negotiation, contract execution, account growth, and revenue retention across an assigned territory.

Responsibilities

• Renewal Strategy – Own, drive, and lead the end-to-end renewals process in partnership with the Customer Success team to preserve and enhance customer contracts and relationships
• Renewal Execution – Actively engage with key customer decision-makers to identify requirements, uncover roadblocks, and ensure on-time renewal commitments; negotiate and execute renewal contracts (in partnership with Legal) that align with customer goals
• Renewal Forecasting – Maintain and report an accurate rolling 90-day forecast of renewals within your assigned territory, with a high degree of accuracy and pipeline hygiene
• Account Growth – Identify and develop upsell and cross-sell opportunities upon contract renewal to maximize customer contract value and drive business growth
• Revenue Retention – Execute and contribute to renewal engagement playbooks aimed at maximizing revenue retention and proactively managing churn risk across your book of business
• Customer Health Management – Partner with Customer Success and Support to monitor account health signals and build proactive strategies for at-risk accounts ahead of renewal
• Cross-functional Collaboration – Work closely with Sales, Legal, and Leadership to align on renewal strategy, escalations, and complex deal navigation

Skills

• Demonstrated track record of consistently owning, driving, and closing a renewals or account management process from start to finish
• Strong negotiation and objection-handling skills with the ability to navigate multi-stakeholder, complex renewal conversations
• Excellent written and verbal communication skills with the ability to build trust and rapport with customers and internal partners
• Proven ability to manage a high-volume book of business while maintaining forecast accuracy and pipeline discipline
• Self-motivated with a results-driven mindset, a strong desire to exceed quota, and the ability to thrive in a fast-paced, remote-first environment
• Ability to identify expansion opportunities including upsell, cross-sell, and multi-year agreements within the renewal cycle
• Strong relationship-building skills and a genuine commitment to customer success and long-term retention
• While this role is open to candidates across the US, we have a preference for candidates based on the East Coast to support collaboration with key stakeholders and team members
• Experience with Salesforce or other CRM platforms for pipeline management and reporting
• Familiarity with SaaS subscription models and recurring revenue metrics such as GRR, NRR, and churn
• Prior leadership or mentorship experience within a sales or renewals organisation

Qualifications

Must Haves

• Demonstrated track record of consistently owning, driving, and closing a renewals or account management process from start to finish
• Strong negotiation and objection-handling skills with the ability to navigate multi-stakeholder, complex renewal conversations
• Excellent written and verbal communication skills with the ability to build trust and rapport with customers and internal partners
• Proven ability to manage a high-volume book of business while maintaining forecast accuracy and pipeline discipline
• Self-motivated with a results-driven mindset, a strong desire to exceed quota, and the ability to thrive in a fast-paced, remote-first environment
• Ability to identify expansion opportunities including upsell, cross-sell, and multi-year agreements within the renewal cycle
• Strong relationship-building skills and a genuine commitment to customer success and long-term retention

Nice to Haves

• While this role is open to candidates across the US, we have a preference for candidates based on the East Coast to support collaboration with key stakeholders and team members
• Experience with Salesforce or other CRM platforms for pipeline management and reporting
• Familiarity with SaaS subscription models and recurring revenue metrics such as GRR, NRR, and churn
• Prior leadership or mentorship experience within a sales or renewals organisation

Benefits

• Commission
• Remote-first culture
• Flexible Paid Time Off policies, including but not limited to: Quarterly Self-Care Days (4 extra paid days off annually) and Volunteer Days
• Parental leave
• Comprehensive health coverage, including dependents
• Home office setup support
• LastPass Families free account for up to 5 members
• Continuous learning and development opportunities, including an annual learning stipend to invest in your growth
• Peer-to-peer recognition through Motivosity
• Employee Assistance Program for well-being support
• Remote work stipend to support your home office needs
• Short-Term or Remote-Centric Work Arrangements for added flexibility