Description

Director US SLG Renewals & Expansion

Company Overview

Cellebrites (Nasdaq: CLBT) mission is to enable its global customers to protect and save lives by enhancing digital investigations and intelligence gathering to accelerate justice in communities around the world. Cellebrites AI-powered Digital Investigation Platform enables customers to lawfully access, collect, analyze and share digital evidence in legally sanctioned investigations while preserving data privacy. Thousands of public safety organizations, intelligence agencies and businesses rely on Cellebrites digital forensic and investigative solutionsavailable via cloud, on-premises and hybrid deploymentsto close cases faster and safeguard communities. To learn more, visit us at www.cellebrite.com, https://investors.cellebrite.com/investors and find us on social media @Cellebrite.

Position Overview

Cellebrite is seeking a Director of US State & Local Government (SLG) Renewals & Expansion to lead a team of 10 Renewal Account Managers responsible for driving retention, expansion, and upsell across our SLG customer base. This strategic leader will design and implement scalable processes, coach a high-performing team, and collaborate cross-functionally to deliver exceptional customer experiences and maximize recurring revenue. The ideal candidate combines deep expertise in SaaS renewals and expansion motions with strong leadership skills and a data-driven approach to growth.

Key Responsibilities

• Own the SLG renewals and expansion strategy, aligning with Cellebrites growth objectives.
• Lead, mentor, and develop a team of 10 Renewal Account Managers.
• Set and monitor KPIs for renewal rate, churn reduction, upsell revenue, and customer satisfaction.
• Design and implement best-in-class renewal and expansion processes, including proactive engagement and risk mitigation.
• Ensure accurate forecasting and pipeline visibility through Salesforce and CPQ discipline.
• Drive continuous improvement through data insights and process optimization.
• Partner with New Business Sales and Customer Success for seamless handoffs and joint account planning.
• Work with Finance and Legal to streamline contract negotiations and reduce friction in the renewal cycle.
• Act as an escalation point for complex negotiations and strategic accounts.
• Champion customer-centric practices to enhance retention and loyalty.
• Analyze churn risks, upsell opportunities, and operational gaps; present actionable insights to senior leadership.
• Deliver accurate forecasts and executive-level reporting on renewal and expansion performance.

What Success Looks Like in 12 Months

• Achieve 95%+ renewal rate across SLG accounts.
• Deliver double-digit upsell growth within existing customer base.
• Implement a standardized renewal and expansion playbook adopted across the team.
• Maintain forecast accuracy within 5% variance.
• Build a high-performing team with strong engagement and retention.

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Requirements

• 8+ years in SaaS or technology sales, with at least 3 years in a leadership role focused on renewals and expansion. 
• Proven track record of exceeding retention and upsell targets in a subscription-based business. 
• Strong understanding of renewal and expansion sales motions, including proactive engagement and value-based selling. 
• Expertise in Salesforce and CPQ; ability to enforce CRM discipline across teams. 
• Exceptional leadership and coaching skills with experience managing teams of 8+. 
• Analytical mindset with ability to leverage data for decision-making. 
• Bachelor's degree required; MBA or equivalent preferred. 
• Travel: Less than 25%. 
• Location: Hybrid role based in Tysons Corner, VA (4 days onsite). 
• Public Sector experience preferred. 
• Compensation: Competitive base salary + variable incentive + equity.