Head of Sales, Renewals

Job description

Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen Mapbox because of the platform’s flexibility, security and privacy compliance. Organizations use Mapbox applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers. ## **What You'll Do** As Head of Sales, Renewals, you will own the strategy, operating model, and commercial performance of our Renewals organization. This is a Director-level leadership role for a seasoned sales leader responsible for scaling a high-performing team of 8 Account Managers, driving long-term ARR retention, and ensuring the commercial health of our recurring revenue base. As a player-coach, you will personally engage in the most strategic, complex, or at-risk customer situations—including executive conversations, major renewals, commercial negotiations, and expansion opportunities—when senior leadership involvement can materially improve the outcome. - Lead, develop, and scale a team of 8 Account Managers, setting clear expectations, establishing rigorous operating rhythms, coaching toward exceptional performance, and developing talent and career paths across the team. - Define and scale the renewal organization's strategy, processes, and systems to support Mapbox's long-term ARR goals. - Act as a key stakeholder within the leadership team, collaborating with Product and Engineering leadership to drive customer-centric product roadmaps based on renewal insights. - Leverage data analytics to identify market trends, structural risks, and growth opportunities, transforming insights into long-term organizational strategy. - Personally engage in the most strategic, complex, or at-risk renewals and expansions, partnering with Account Managers on executive engagement, negotiation strategy, pricing, usage commitments, and contract structure. - Lead commercial strategy for high-stakes renewals and expansion opportunities, balancing customer value, long-term partnership, deal structure, and Mapbox's growth objectives. - Build a culture of proactive customer value realization, helping the team understand customer business priorities, product adoption, usage trends, and organizational dynamics to protect and grow recurring revenue. - Drive expansion across the existing customer base by identifying opportunities to increase adoption of Mapbox products, including Maps, Search, Navigation, Movement, Atlas, and emerging products. - Coach the team on building multi-threaded customer relationships across Product, Engineering, Procurement, Finance, and executive stakeholders, reducing dependency on individual champions and strengthening long-term customer relationships. - Lead weekly renewal and deal inspection, forecast reviews, and account planning, creating a rigorous operating cadence that surfaces risk, opportunity, and required actions early. - Own the accuracy and predictability of the renewal forecast, driving strong Salesforce discipline and ensuring leadership has clear visibility into renewal health, risks, expansion opportunities, and expected outcomes. - Bring customer and market insights back into Mapbox, helping the broader organization understand the factors driving retention, adoption, and expansion across our customer base. - Set the standard for commercial excellence within the Renewals organization, modeling strong negotiation, executive engagement, account planning, commercial judgment, and customer value creation. - Serve as a key member of the sales leadership team, contributing to broader go-to-market strategy and helping shape how Mapbox retains, grows, and deepens customer relationships. ## **What We Believe are Important Traits for This Role** - 10+ years of experience in Account Management, Renewals, Customer Growth, or enterprise sales teams, including at least 5+ years experience leading and developing high-performing sales teams. - Proven track record of delivering strong gross retention, net retention, renewal, and expansion results within a complex enterprise software or technology environment. - Experience managing large, strategic enterprise renewals, including complex pricing, procurement, negotiation, usage commitments, and contract discussions. - A player-coach mindset: you enjoy leading through others and developing talent, but are equally comfortable stepping into the details of a complex renewal, executive conversation, negotiation, or at-risk account when your involvement can change the outcome. - Strong understanding of usage-based or consumption-based business models, including how adoption and usage trends influence renewal, retention, and expansion outcomes. - Demonstrated ability to identify renewal risk early, develop effective mitigation strategies, and mobilize internal and customer stakeholders around a path to resolution. - Strong commercial instincts with the ability to uncover expansion opportunities and help teams grow existing customer relationships. - Experience building multi-threaded relationships across Product, Engineering, Procurement, Finance, and executive stakeholders. - Strong executive presence and communication skills, with the ability to lead difficult commercial conversations with both customers and senior Mapbox leaders. - Comfortable orchestrating cross-functional teams without direct authority and creating accountability around customer and business outcomes. - Strong background in location technology, developer platforms, cloud infrastructure, or adjacent technical fields is preferred. - Comfortable operating in a fast-moving environment where priorities, customer needs, and product capabilities continue to evolve. - Curious, adaptable, commercially minded, and energized by Mapbox's complexity. You understand that modern renewals leadership goes beyond managing contracts—it's about building a great team, demonstrating customer value, driving adoption, protecting recurring revenue, and creating sustainable customer growth. ## **What We Value** In addition to [our core values](https://www.mapbox.com/about/values/), which are not unique to this position and are necessary for Mapbox leaders: - We value high-performing creative individuals who dig into problems and opportunities. - We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people. - We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company. - We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply. ## How We Support You - **Hybrid/Remote Options:** Enjoy flexibility to work comfortably from home or periodically from an office where applicable. - **Comprehensive Healthcare:** Private medical coverage for you and your dependents. - **Family-First Support:** Generous maternity and paternity leave policies to support your growing family. - **Fertility & Family Building:** Inclusive fertility support. Grow your family on your terms. - **Lifestyle Spending Account:** Contributions to support your health, wellness, and personal growth. - **Balance & Brainpower:** Mental health support for you and your dependents. - **Rest & Recharge:** Flexible paid time away, company holidays, and generous absence policies. - **Time Off to Give Back:** Dedicated paid volunteering time in addition to your standard PTO. - **Invest & Grow:** Retirement plans with competitive matching. Our annual on target compensation for this role ranges from $357,000 - $483,000. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. Please discuss your specific work location with your recruiter for more information. *By applying for this position, you acknowledge that you agree to the*[*Mapbox Privacy Policy*](https://www.mapbox.com/legal/privacy)*which is linked here.* *Mapbox participates in E-Verify to confirm employee work authorization. Please refer to the* [*Notice of E-Verify Participation*](https://drive.google.com/file/d/1rVYht6vc6QJmVzwML1rlh3BFboC-JkGe/view?usp=drive_link) *and* [*Right to Work*](https://drive.google.com/file/d/1Pnzz1t8ueq8iPftJ7kqPOGoTnD5mqi0H/view?usp=drive_link) *posters for more information.* *We are committed to a fair and equitable hiring process. We do not discriminate against any protected class.* #LI-Remote