Head of Renewals, EMEA & APAC

The shape of it

In the posting’s own words

The Renewals Team partners with account teams to deliver successful contract renewals, protect margins, and grow Stripe’s existing revenue base. We bring commercial expertise to renewal planning and execution, including understanding historical consumption and pricing, positioning customer value, identifying risk, and surfacing upsell and cross-sell opportunities. Our focus is on building a proactive, consistent renewal motion that delivers strong outcomes for Stripe and our users.

What it asks for · 10

• 10+ years of experience in renewals, customer success, account management, or technology sales, including 5+ years of people leadership, with a demonstrated track record of delivering retention and growth outcomes for existing customers.
• Experience leading geographically distributed commercial teams across multiple markets and cultures, with the ability to adapt engagement models to regional and customer-segment needs.
• Demonstrated success leading complex renewal or existing-customer negotiations, balancing customer value, retention, expansion, pricing, and sustainable commercial outcomes.
• Proven ability to build trusted partnerships with senior Sales and Customer Success leaders, align teams around shared priorities, and establish clear responsibilities in a matrixed organization.
• Experience building proactive renewal engagement models that bring account teams together early to identify risks, establish account strategies, and uncover expansion opportunities.
• Strong analytical and operational judgment, including renewal forecasting, performance inspection, and translating customer consumption, pricing, and commercial data into clear recommendations and action.
• Experience designing and scaling team coverage, capacity plans, and repeatable operating processes in a high-growth technology environment.
• Demonstrated ability to recruit, develop, coach, and retain high-performing teams, strengthening both commercial judgment and strategic account-team partnership.
• Ability to translate long-term strategy into clear priorities, delivery commitments, and measurable execution, while operating effectively through ambiguity.
• Strong executive communication skills, with the ability to advise senior stakeholders and engage directly in strategic customer negotiations and escalations.

Also a plus

• Experience leading a dedicated renewals organization.
• Experience working across both EMEA and APAC.
• Familiarity with payments, financial infrastructure, or consumption-based commercial models.
• Experience applying automation and AI to improve commercial workflows, with clear standards for adoption, quality, and human review.

What the job covers

• Set and execute the EMEA and APAC renewals strategy, translating global priorities into regional and segment-specific plans that improve retention, support expansion, and protect sustainable commercial outcomes.
• Build a proactive renewal motion with Sales and Customer Success, establishing early account planning, clear responsibilities, and consistent specialist partnerships. Enable engagement 12–18 months ahead of renewal where appropriate to the customer segment and deal complexity.
• Build trusted partnerships across account executives and front-line, second-line, and regional sales leaders, ensuring renewal insights inform account and territory plans and translate into clear action.
• Establish a rigorous regional operating cadence for renewal forecasting, risk inspection, deal strategy, and escalation. Turn portfolio insights into actionable recommendations for field leaders and track follow-through.
• Design team coverage and capacity plans that balance strategic deal support with scalable engagement across the renewal portfolio.
• Recruit, coach, and develop a high-performing team of Renewals Specialists, strengthening negotiation skills, commercial judgment, and strategic account-team partnership while supporting individual career growth.
• Provide strategic guidance on complex renewals and serve as an executive sponsor or senior escalation partner for key customer relationships.
• Scale shared playbooks, systems, and AI-enabled workflows, with clear quality standards, human review, and accountability for adoption and delivery. Maintain a consistent global baseline while adapting execution to regional and segment needs.
• Surface recurring customer and commercial insights to inform improvements to renewal playbooks, tooling, and cross-functional execution.

Tools and skills named

Words the posting leans on

• renewal23×
• customer13×
• commercial12×
• regional8×
• account7×
• clear7×
• experience7×
• build6×
• leaders6×
• partnerships6×
• sales6×
• engagement5×
• plans5×
• strategic5×
• consistent4×
• customer success4×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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