Federal Renewals Lead: Growth & Retention

Zoom; Virginia; Hybrid; USD 70,000 - 140,000; Full time

Job summary

Zoom is seeking a Renewals Manager on the Federal team to own a strategic renewals book, protect and grow Zoom’s installed base, and engage with government customers. You’ll partner with Sales, Finance, and Customer Success to navigate complex deals and drive outcomes across renewal terms, pricing, and expansion opportunities.

You will forecast renewals, engage stakeholders, and lead cross-functional renewal strategies to maximize retention and revenue while delivering measurable value for

Qualifications

• 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.

Responsibilities

• Manage and track a federal renewals book of business with a focus on growing MRR and NRR.
• Negotiate renewal terms, pricing, and contract extensions, with an emphasis on upsell, cross-sell, and multi-year agreements.
• Articulate Zoom’s platform value from a benefits and TCO perspective, adapting messaging to different stakeholder personas.
• Develop and execute renewal strategies to maximize customer retention and revenue, using market trend analysis and customer data to surface improvement opportunities.
• Build consultative relationships with federal customers through proactive renewal activities, including renewal reviews, discovery sessions, and executive outreach.
• Lead retention efforts for at-risk accounts by facilitating TCO and competitive discussions and fostering cross-functional accountability.
• Gather and incorporate customer feedback to continuously 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.

Skills

Renewals management

Contract negotiations

Cross-functional collaboration

Forecasting

CRM experience

Tools

Salesforce

Clari

Job description

Zoom is seeking a Renewals Manager on the Federal team to own a strategic renewals book, protect and grow Zoom’s installed base, and engage with government customers. You’ll partner with Sales, Finance, and Customer Success to navigate complex deals and drive outcomes across renewal terms, pricing, and expansion opportunities.

You will forecast renewals, engage stakeholders, and lead cross-functional renewal strategies to maximize retention and revenue while delivering measurable value for