Director, Renewal Account Management

About this role

Our Purpose

At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here.

About Us

SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Our AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed. By combining real-time analytics, intelligent automation, and a unified data foundation, we reduce noise, simplify complexity, and empower security teams to focus on what truly matters.

Our teams are builders, problem-solvers, and innovators committed to shaping the future of security. If you are excited to solve hard problems alongside talented, mission-driven people, we invite you to help us build a safer future for humanity.

What Are We Looking For?

We’re looking for people who are relentlessly curious and committed to continuous learning. AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts. Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes.

As a Director, Renewal Account Management, you will be tasked with leading our Client Development organization and overseeing our highest-value strategic accounts. Unlike a traditional renewals management role, this position is built around a growth-first mandate where renewal is the floor, not the goal. Success means driving net revenue retention through proactive account expansion, deep executive relationships, and a coached, consultative team motion while still ensuring the fundamentals of forecast accuracy and churn prevention are airtight.

What Will You Do?

Primary responsibilities include:

• Own strategic direction for a portfolio of Client Development accounts, driving net expansion (upsell/cross-sell bookings) alongside strong renewal retention as equally critical measures of team success; build and drive a formal cross-sell/upsell motion by identifying whitespace across the product portfolio and coaching reps to run consultative expansion conversations rather than transactional renewal conversations.

• Develop and maintain executive-level relationships on flagship accounts, including direct engagement in C-suite and economic buyer conversations to unblock or accelerate expansion deals; partner with Sales Engineering and Product on structured account plans for top-tier accounts, identifying multi-year growth trajectories, not just next-renewal outcomes.

• Build repeatable playbooks for identifying underutilized licenses, overdeployment and downgrade risk, and expansion triggers such as new use cases, org growth, and competitive displacement opportunities.

• Lead, coach, and develop a team of senior renewal and account managers with emphasis on coaching consultative selling and executive presence; build a defined career path and bench strength for team members moving into strategic account or AE-track roles; and implement structured performance management calibrated against both retention and expansion metrics.

• Set and hold the team accountable to a dual quota structure covering both renewal retention rate and expansion bookings (upsell/cross-sell).

• Own proactive risk identification and mitigation for the highest-ARR, highest-visibility accounts; build and govern a risk register and escalation process that centralizes signals from CSM, Support, and Product usage data into a single source of truth for save-motion prioritization; and personally engage on save motions for flagship or reference accounts.

• Own accurate, transparent forecasting across both renewal (retention) and expansion (bookings) pipelines with clear separation between the two in reporting to leadership; analyze account-level and portfolio-level trends to inform quarterly business reviews; and oversee deal structuring, commercial negotiation, and closure on the largest and most complex deals in the portfolio, including multi-year and program-tier commitments.

• Serve as the primary escalation and alignment point with CSM leadership on swim lanes for strategic accounts, ensuring no gap or overlap in account coverage; own the 2-tier GTM relationship for strategic accounts by partnering with channel and MSSP partners on baseline commitment growth; and represent Client Development in executive-level business reviews, articulating both retention health and expansion pipeline strength.

What Skills and Knowledge Will You Bring?

Ideal candidates will have:

• 8 or more years of experience in enterprise software or cybersecurity spanning renewals, account management, or strategic sales, with at least 4 or more years in a management or leadership capacity.

• Demonstrated track record leading teams that drive net revenue retention above 100%, meaning expansion bookings that outpace churn, not just renewal completion.

• Proven success building and scaling a formal cross-sell and upsell motion within an existing customer base, including quota design and rep enablement for expansion selling.

• Direct experience engaging at the executive and C-suite level on strategic accounts, including complex, multi-stakeholder negotiations.

• Expertise in indirect 2-tier GTM models (channel, MSSP, distribution) with experience growing partner-sourced expansion, not just maintaining partner-delivered renewals.

• Strong risk management orientation with experience building account health fr

Similar jobs

• Manager of Renewals — Ashby · Remote
• Renewals Account Executive — Forafinancial · New York City
• Renewal Account Executive — Algolia · Remote
• Renewals Account Manager, Strategic Accounts - US — Rubrik · Palo Alto, CA
• Director, Account Management — Buildout · Remote
• Director, Account Management — Flex · New York, NY; Salt Lake City, UT; San Francisco, CA
• Director, Account Management — Definitivehc · Remote
• Director, Account Management — Apartmentiq · Remote