Renewals Manager - Federal

Zoom•Remote (VA), VA

2d•$69,800 - $139,700•Remote

About The Position

The Renewals Manager on Zoom’s Federal team owns a strategic book of federal business, protecting and growing the installed base through disciplined renewal management and customer engagement. This quota-carrying role focuses on finalizing renewals, forecasting pipeline, and identifying expansion opportunities for government customers. The manager partners with Sales, Finance, and Customer Success to navigate complex deals and build lasting customer relationships. The Renewals team focuses on retention, expansion, and measurable customer value. In the Federal segment, it partners with account teams to strengthen relationships with government agencies, navigate procurement cycles, and ensure Zoom’s platform continues to meet mission-critical needs.

Requirements

At least 3 years of experience in a SaaS or cloud company, with a background in sales, customer success, or renewals.
Experience working within the Federal vertical.
Proven experience managing complex renewal negotiations and multi-year contract structures.
Strong collaboration, negotiation, and relationship-building skills, with a track record of client satisfaction and cross-functional teamwork.
Proficiency in renewal forecasting, pipeline development, and opportunity management.
Excellent verbal and written communication skills, including the ability to deliver strategic, audience-tailored presentations.
Familiarity with CRM and revenue operations tools such as Salesforce and Clari.
Reside in the Northeast region.

Responsibilities

Manage and track a federal renewals book of business, focusing on growing MRR and NRR.
Negotiate renewal terms, pricing, and contract extensions, emphasizing upsell, cross-sell, and multi-year agreements.
Explain Zoom’s platform value from a benefits and total cost of ownership perspective, adapting messaging for different stakeholder personas.
Develop and execute renewal strategies to maximize retention and revenue, using market trends and customer data to identify improvement opportunities.
Build consultative relationships with federal customers through proactive renewal reviews, discovery sessions, and executive outreach, while advocating for customer needs internally.
Lead retention efforts for at-risk accounts by facilitating TCO and competitive discussions and fostering cross-functional accountability.
Gather and incorporate customer feedback to improve the renewal experience.
Forecast weekly, quarterly, and quarter+1 renewal opportunities, churn, risks, and upsell potential using Clari, and maintain accurate customer records in Salesforce.