Client Renewals Manager

Why join LEAP?

• Uncapped commission. Enough said. You will be financially rewarded here.
• Your work matters. Helping lawyers help people sits at the heart of everything we do. We solve real world problems that improve and support local, everyday law firms. So they can do their best work for the people in the communities they serve.
• Make an impact. You won’t be another ‘cog in the wheel’ here. We give full trust and autonomy for you to be heard, to work on big & complex projects – and to make a real difference.
• Work with a group of authentic, passionate people who love what they do.
• Well-funded and global. LEAP is the leading provider of Legal Practice Productivity Solutions across Australia, Canada, the United States, the United Kingdom, the Republic of Ireland and New Zealand. We're part of ATI – one of the largest international LegalTech companies.
• Flexible and hybrid working. We'd like to find this person in Sydney, but we want you to work in a way that suits you and we're open to flexible arrangements that support you.
• Grow your career with us. Our founder Christian Beck has been building legal tech businesses for over 30 years. There are opportunities galore to expand your career based on where your interests lie. We're not afraid to pivot based on market conditions - you will always have the opportunity to stay ahead of the curve and do your best work here.
• We value your well-being - enjoy an additional paid wellbeing day every year, free gym membership and monthly massages in the office. We'll throw in a catered lunch and breakfast every week too.

Meet the Client Renewal team

Whether you’re renewing old client contracts or selling solutions to new clients, you'll grow our client base by putting LEAP’s market-leading software into the hands of more and more law firms worldwide.

Reporting to the Head of LEAP Australia & New Zealand, you will minimize client churn by successfully negotiating commercial terms with clients at the point of renewal. Our Client Renewal team exists to ensure the longevity of our client base through the renewal of our client's 36-month agreements.

What you'll do

As part of the Australian Renewals Team you will play a vital role in driving growth by driving renewals, expansion and upsell opportunities. You'll work closely with the Customer Success Managers to become a trusted advisor and partner to our customers and stakeholders at all levels in the legal industry. You’ll be joining us at an incredibly exciting time, with incredible new features that help law firms be efficient and make more money.

• Negotiate commercial outcomes with senior stakeholders, including effectively dealing with objections, resulting in the renewal of the client's agreements.
• Understand the challenges and needs of clients and provide/facilitate effective solutions.
• Commit to ongoing learning of LEAP features and benefits to develop and maintain product knowledge.
• Proactively utilize internal resources and liaise with internal stakeholders to work through roadblocks and facilitate solutions for clients.
• Maximize the productivity of clients using LEAP, confidently demonstrating new features, products, and add-ons at the time of renewal.
• Ensure all client activity is accurately logged in Salesforce (CRM) in a timely manner.
• Attend conferences, roadshows, exhibitions, and events, networking with existing clients and prospective clients.
• Achieve individual and team targets, including “Top 5” goals aligned with the company’s goals.

What you'll bring

• You have 2+ years of experience succeeding in a B2B SaaS commercial role (i.e. you know you can sell! And can manage the longer-term success of customer accounts). You will have consistently performed at the top of your team‍ and are well-known/have a demonstrable history of having the happiest and most successful customers.
• You have strong commercial intuition and have the gravitas to sell to senior leadership.
• You can build a deep understanding of customers’ underlying business drivers and how to construct & execute against cross-functional business plans to deliver successful outcomes & value for customers.
• You can proactively recognise expansion opportunities and mitigate issues that could affect revenue retention.
• You’re an outstanding communicator; verbal, written, and when presenting. You’re exceptionally articulate, concise and clear in all forms of communication and have the ability to build rapport, influence people & drive change, whether it’s with a distinguished exec, technical expert or a junior operator. You build ultimate trust with customer stakeholders.

You are the type of person who

• Is ambitious, competitive, and care lots about your career. You are probably happiest when working really hard and solving challenging problems/winning deals. You know this requires dedication & some sacrifice but you think it’s worth it.
• Is someone who will succeed at whatever you put your mind to. You’re intelligent & can work stuff out from first principles.
• You derive energy from building meaningful relationships, building a community & network around you, and being a true advocate and champion of our customers.
• Is intelligent and have the capacity to rapidly understand our product inside and out. You can simplify complex problems and translate them into next steps, product configuration or new feature requests.
• Is outcomes-focused, and balance the ability to think strategically with a heavy bias to action, always focused on “so what’s the next step?”.
• Is able to ruthlessly prioritise, are highly organised and focused on outputs > inputs. You are efficient & autonomous and don’t compromise on quality.
• Is just a really good human. You’re empathetic and reliable. You build trust with people you work with and are highly collaborative. You have minimal ego, seek feedback to continuously hone your craft and try to bring out the best in everyone around you.