高级战略续费经理
Senior Strategic Renewals Manager
## **公司简介**
Deepgram 是支撑新兴万亿美元语音 AI 经济的领先平台，提供实时 API 用于语音转文本（STT）、文本转语音（TTS），并可大规模构建生产级语音代理。超过 20 万名开发者和 1300 多家组织正在构建“由 Deepgram 提供支持”的语音产品，包括 Twilio、Cloudflare、Sierra、Decagon、Vapi、Daily、Cresta、Granola 和 Jack in the Box。Deepgram 的语音原生基础模型通过云 API 或自托管及本地软件进行访问，具有无与伦比的准确性、低延迟和成本效率。在由领先的全球投资者和战略合作伙伴主导的 C 轮融资支持下，Deepgram 已处理超过 5 万年的音频，并转录了超过 1 万亿个单词。世界上没有哪家公司比 Deepgram 更了解语音。
## **公司运营节奏**
在 Deepgram，我们期望具备 AI 优先的思维方式——AI 的使用和熟悉程度不是可选的，而是我们运作、创新和衡量绩效的核心。
每一位在 Deepgram 工作的团队成员都应积极使用和试验先进的 AI 工具，甚至将它们融入日常工作中。我们衡量 AI 在交付结果中的应用效果，持续且富有创意地使用最新 AI 能力是这里成功的关键。候选人应能够快速接受新模型和新模式，将 AI 整合到自己的工作流程中，并不断推动这些技术的边界。
此外，我们以 AI 的速度前进。变化迅速，你每天的工作内容也会随之快速变化。如果你对实验、适应、临场思考和不断学习不感兴趣，或者你寻求的是高度规范化的传统朝九晚五工作，那么这可能不是适合你的职位。
**高级战略续费经理**
这是一个高级的、面向客户的商业角色。你将负责我们最重要的客户账户的续费谈判全过程——根据使用情况预测，制定商业方案，并在客户使用量预测不足或竞争对手压价时用数据捍卫价值。你将通过续费流程识别扩展机会，并与负责扩展策略和执行的客户经理直接合作。你将与 RevOps 密切合作，作为商业声音来塑造续费流程背后的系统、流程和报告。
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## **Company Overview**
Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram.
## **Company Operating Rhythm**
At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance.
Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do.
Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5.
**Senior Strategic Renewals Manager**
This is a senior, customer-facing commercial role. You’ll own renewal negotiations end-to-end for our most strategic accounts — forecasting against consumption, building the commercial case, and defending value with data when a customer under-projects usage or a competitor undercuts on price. You’ll identify expansion opportunities through the renewal motion and partner directly with the Account Executive, who owns expansion strategy and execution. You’ll partner closely with RevOps as the commercial voice in shaping the systems, process, and reporting behind the renewal motion. Your primary focus will be customer-facing renewal strategy, negotiation, and deal execution, and your judgement from the field will help ensure the renewal motion scales with the right visibility, governance, and commercial discipline.
## **What You’ll Do**
- **Own renewal negotiations end-to-end** for a book of strategic, high-value accounts, leading commercial conversations directly with customer executives, procurement, and finance.
- **Forecast renewals in a consumption-based model** by translating usage, pacing, and adoption trends into a defensible commercial projection, and hold the line when a customer’s self-reported forecast doesn’t match the data.
- **Build and negotiate pricing and packaging** for usage-based agreements (committed-use, credit tiers, discount structures), structuring multi-year commitments that protect ARR and capture growth.
- **Identify expansion opportunities during the renewal motion** by using usage, adoption, and customer goals to surface growth potential, then partner with the Account Executive to help shape the expansion strategy.
- **Quarterback cross-functional deal strategy** across CS, Sales, Finance, RevOps, and Legal - aligning the internal team on a single commercial plan and clear next steps for each account.
- **Get ahead of churn and contraction risk** with a clear point of view on value realization; lead the save and turnaround plays when an account is at risk.
- **Help shape the renewals motion** as the function scales turning what works into a repeatable commercial motion, with the runway to lead a growing renewals team over time.
## **You’ll Love This Role If You**
- See a renewal as a commercial deal to be won, not a transaction to be processed, and you’ve carried a number against one.
- Are at your best in a hard negotiation: a competing offer on the table, a budget freeze, a procurement team pushing for a cut. You hold value without losing the relationship.
- Deep understanding of consumption-based revenue. You understand how usage, pacing, and commitment structures drive a renewal, and you can forecast and negotiate around all of it.
- Want to operate as a strategic partner to customer executives, and you’re comfortable being the most commercially fluent person in the room.
## **It’s Important to Us That You Have**
- **10+ years in commercial, customer-facing roles** such as Strategic Account Management, Account Executive, and / or Renewals Manager, with a track record of carrying and hitting commercial targets.
- **Demonstrated track record owning and closing** complex commercial renewals/expansions for strategic accounts at a consumption-based company.
- **A track record structuring multi-year, multi-product commercial agreements** and navigating procurement, legal, and finance to close them.
- **Strong forecasting discipline** and the commercial judgment to know when a forecast is real and when it needs to be challenged.
- **Comfort working AI-first**, you already use AI tools to research accounts, model scenarios, and prep negotiations, and you’d expect to do more of that here.
## **It Would Be Great If You Had**
- Experience at a consumption-based company, AI, data, infrastructure, cloud, or communications.
- Exposure to a technical or developer-focused customer base.
- A point of view on how renewals should work in an AI-native company, and ideas for how to build it here.
_**Notice**: We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @_ [_deepgram.com_](http://deepgram.com) _email address. If you've received a message claiming to be Deepgram, please forward it to careers@deepgram.com._