Renewals Manager at LEAP Legal Software in Melbourne, Victoria, AU

About LEAP

LEAP is the leading provider of Legal Practice Management Solutions in the world and is part of ATI – one of the largest international LegalTech companies. For more than 30 years, our curiosity and commitment to continual improvement has kept us reimagining productivity tools for lawyers and their staff to support our guiding purpose, to ‘Help lawyers who help people’. The market-leading software we develop, and support is used by more than 71,000 lawyers and their staff in small and medium-sized law firms.

Working alongside our international team of passionate high achievers, you’ll join a fast-growing technology business where things seldom stay the same for long. With more than 1000 smart, caring and ambitious ‘LEAPsters’ working together across Australia, Canada, the United States, the United Kingdom, the Republic of Ireland, Poland and New Zealand, you’ll find yourself in good company here.

Meet the Client Renewal team

Our Client Renewal team exists to ensure the longevity of our client base through the renewal of our client's agreements - driving renewals, expansion and upsell opportunities. This is a tight-knit group of relationship experts who problem solve together, leave egos at the door, and genuinely care about both our clients and each other. You’ll own your client base, managing your book of business with independence and impact.

What you'll do

Reporting to the Head of LEAP Renewals Australia & New Zealand, you will minimize client churn by successfully negotiating commercial terms with clients at the point of renewal. You'll work closely with the Customer Success Manager 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.

To make this happen, you will:

• 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.

Why join LEAP?

• 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.
• 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.
• Have fun with us. Celebrations. Socials. Sports teams. Access to sailing and yacht events.
• We value your well-being - enjoy an additional paid wellbeing day every year, free gym membership, corporate dental plan and weekly massages in the office.
• Work in a new, beautiful office space – with a catered lunch and breakfast every week, fully stocked kitchen and an on-site barista.
• Access to LEAP Home - a program unique to LEAP to support you in buying your primary residence.

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