At Rapid 7 EMEA we are on a mission to guide our customers to adopt relevant high value solutions that drive effective security outcomes. With over 3,300 customers across the length and breadth of the EMEA region we are transforming the way we go to market with a focus on better supporting our customers in realizing value from our solutions. With a focus on maintaining and growing our existing customer base, this exciting new EMEA leadership position will manage a new team of Renewal Account Managers (RAM). This team will have revenue accountability for all customers within the EMEA install base. The role will be measured on both CRR (Customer Revenue Retention - Churn) and NRR (Net Revenue Retention - Growth-Churn). A key component of the role will be to liaise with the Sales teams (AEs) on cross-sell and upsell opportunities.
About the Team
Reporting to the General Manager EMEA, this role will lead a diverse team located primarily in Prague and other selected Rapid7 locations as defined by language and/or local requirements. With full responsibility for the retention and identification of potential cross sell opportunities, success will be achieved by closely collaborating with multiple stakeholders across Sales, Customer Success, Channel, Sales Engineering, Marketing & revenue operations.
About The Role
This is a key strategic role for the EMEA business and your impact in this role will directly contribute to the success of the region in 2025 and beyond. We are therefore looking for a strategic, passionate, transformative leader to build, lead and develop a team of RAMs and take ownership for the retention and growth of this large customer base.
The development of your team and the refinement of account management processes will be a core part of your duties, as you work cross functionally to develop this new function to support a large and growing account base.
You will collaborate on complex business and technology problems that are top-of-mind for our customers and partners, You will lead initiatives with stakeholders to formulate mutually beneficial and measurable outcomes for technical and business objectives with strategic partners. You should possess a unique blend of business insight, business strategy experience, big-picture thinking, influencing skills and ability to collaborate with a large number of constituents within Rapid7
Finally As a leader a high level of emotional intelligence and communication skills are required to inspire and lead this strategic team and manage the multiple stakeholders that are key to this team's success
In this role you will:
- Be responsible for achieving the CRR / NRR goals and working with Revenue ops and leadership to provide regular forecasts for both the region (EMEA) and the Sales Division.
- Play a key role in helping to design and implement a working model for this function, working closely with Sales, CS, SE, Channel, marketing and revenue operations.
- With a proportion of the customer base being managed by partners you will work closely with the channel team to manage these end customers at scale.
- In terms of the RAM team, you will partner with cross functional teams to:
- Develop an account management strategy and outreach plan that drives a positive customer engagement and supports the long achievement for the customer and the growth of the account
- Work collaboratively across Revenue ops / Regional Directors / Marketing to drive prioritized growth strategies that maximize engagement and expansion with high potential / valued customers versus low ARR / low growth customers.
- Ensure a level of engagement that supports the timely on time renewal of the customer account.
- Be fully accountable for the success of this team and be comfortable in developing this new function into a highly motivated and professional team.
- Work with Sales Operations/Finance/Deal Operations counterparts to validate accuracy of baseline and account ARR in Salesforce.com and escalating scenarios for review. Whilst ensuring that accurate regional roll up revenue forecasts are provided on a regular basis.
- Manage the overall day to day renewal operations of assigned direct reports (8-12) and districts/ regions in the EMEA regions
- Motivate your direct reports to drive pipeline development and revenues through renewal sales efforts leveraging the partner network
- Evaluate, and document, your direct reports based on Key Metrics and goals set by Leadership
- Monitor the outbound efforts of assigned RAMs by tracking and reporting weekly activities
- Collaborate with Sales Leaders to identify strategies to achieve sales goals and uncover new, high value opportunities alongside renewals
- Provide accurate, ongoing reporting through the continuous update and maintenance of necessary reports in Salesforce.com and other tools and application
The skills you'll bring include:
- Solid understanding of SaaS/subscription-based renewals models, applications and sales techniques
- A minimum of 3+ years experience in managing diverse enterprise renewals /sales teams that are distributed across multiple locations
- Proven ability to lead and manage both remote and on-site teams effectively
- Proven and demonstrable leadership skills with the ability to inspire and motivate, experienced in building teams with a strong focus on hiring, developing and retaining talent
- Proven experience with channel /partner sales models renewals/ upsells
- Proven track record in driving teams to consistently achieve renewal/ sales team goals and targets through your leadership
- Proven ability to learn new technology quickly, as well as adapt to changing needs
- Excellent communication skills; the ability to build cross-functional relationships
- Strong organisational and analytical skills - the ability to work on many projects concurrent
We know that the best ideas and solutions come from multi-dimensional teams. That's because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don't be shy - apply today.
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About Rapid7
Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We're on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people. With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.
