As an early member of the Value Engineering team, you will help define how OpenAI measures and communicates the real-world impact of AI across its customers. You will partner closely with Sales, AI Success Engineers, AI Deployment Engineering, and Product teams to identify high-impact AI use cases and build financial and operational business cases. Your work will directly influence executive alignment, investment decisions, renewals, and long-term expansion.

You will play a key role in helping build and shape the value engineering function from the ground up , developing repeatable frameworks, ROI models, value narratives, dashboards, and collateral that help internal teams and customers understand and measure the impact of AI adoption.

Success in this role is measured by how clearly customers and internal teams can quantify the value of AI, how effectively business cases support adoption and expansion, and how scalable value frameworks become across the GTM organization.

This role is based in San Francisco or New York City and we offer relocation benefits to new employees.

In this role, you will:

• Lead business value assessments for our largest deals, working closely with customers to identify key business drivers and quantify the value of OpenAI's products to support investment decisions

• Build and maintain standardized ROI, TCO, and value modeling tools for internal and customer use.

• Lead structured value discovery to identify high-impact use cases and define measurable outcomes.

• Publish executive-ready business cases that quantify results and strengthen relationships with C-level stakeholders.

• Codify value frameworks, methodologies, and reusable assets that scale value-based selling across the global GTM organization.

• Establish baselines, KPIs, and dashboards to track and communicate value delivery.

• Partner closely with Account Directors and post-sale teams to influence deal strategy, renewals, and expansion opportunities.

• Contribute to thought leadership on AI-driven business transformation by identifying emerging patterns in how organizations realize value from AI.

You will thrive in this role if you:

• Bring 6–10 years of experience in value engineering, management consulting, or adjacent roles.

• Have strong financial and analytical skills, with experience quantifying and presenting value to executive stakeholders.

• Demonstrate exceptional executive presence with strong written, verbal, and presentation skills.

• Have experience working on large-scale AI, cloud, or digital transformation initiatives.

• Communicate with clarity and confidence across technical and business audiences.

• Can translate AI capabilities into compelling financial, productivity, and workforce transformation narratives.

• Enjoy managing multiple complex customers and driving toward concrete, measurable outcomes.

• Demonstrate humility, curiosity, and a customer-first mindset.

• Operate with high ownership, urgency, and comfort navigating ambiguity.

• Are a creative builder who thrives in 0→1 environments and enjoys rolling up your sleeves to balance strategic thinking with hands-on execution.

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The ideal candidate will have proven success managing enterprise renewals or account portfolios in a SaaS subscription environment. They will have a deep understanding of renewal and retention processes, including forecasting, risk mitigation, and negotiation. Excellent communication and relationship-building skills across technical and executive audiences are essential.

Inному addition to the core responsibilities, the Renewal Manager will stay informed on new product capabilities to educate customers on the evolving Elastic value proposition. They will also partner cross-functionally with sales, legal, operations, and customer success to streamline processes and resolve challenges swiftly.

This is a remote position, and the successful candidate will be able to work independently and manage multiple renewal cycles and prioritize strategic engagements effectively.

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At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.

As a Senior Renewal Account Manager, you will be responsible for owning and maximizing renewal value of Cloudflare’s largest Enterprise customers. You will do this by building and leveraging C-level relationships and presenting and articulating ROI with key stakeholders. You will use your strong business acumen and technical understanding to work alongside your account team to articulate business value and make compelling recommendations to customers.

Additional responsibilities will include:

• Commercial owner and driver of renewal including maintaining and reporting an accurate weekly forecast
• Customer engagement from onboarding through the entire customer lifecycle
• Negotiate and execute renewal contracts in accordance with customer objectives
• Able to prioritize effectively to handle multiple deals at the same time
• Analyze data and leverage tools to identify opportunities and business value
• Drive strong alignment with the Sales team, contributing to team forecasting, planning, and targets
• Own or be an active participant in several customer touch points including: Business Value Justification meetings, Business Reviews, and Renewal Meetings
• Develop and maintain long-term relationships with stakeholders in your account portfolio.

We are looking for someone with fluency in Russian, minimum of 5 years of experience in Inside or Field sales or Renewal management, 2+ years relative industry experience, expertise in SaaS retention and sales process, experience working with senior or C-level customer stakeholders, excellent knowledge of value driven sales, excellent problem solving skills with the ability to creatively achieve resolutions, demonstrated ability to handle multiple tasks in an efficient and professional manner, strong Communication skills both written and verbal and the ability to present to multiple different personas, demonstrated strong negotiation skills and ability to influence and navigate objections to achieve win-win customer outcomes, and Bachelor’s Degree or equivalent experience is preferred.

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released.

Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

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