Renewals Leader

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