Head of Sales, Renewals

About this role

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

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