Strategic Federal Renewals Manager

Zoom; United States; Hybrid; USD 70,000 - 140,000; Full time

Benefits offered by this job

Benefits program

Job summary

Zoom is seeking a Renewals Manager on the Federal team to own a strategic federal book of business, protect the installed base, and drive growth through disciplined renewal management and strategic customer engagement.

You will partner with Sales, Finance, and Customer Success to navigate complex deals, uncover expansion opportunities, and build trust with government customers. This quota-carrying role rewards strategic thinkers focused on long-term outcomes.

Qualifications

• 3+ years of experience in a SaaS or cloud company with a background in sales, customer success, or renewals.
• Experience 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, with demonstrated 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 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, 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 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

SaaS experience

Renewals management

Customer success

Sales collaboration

Renewal forecasting

Negotiation

Relationship-building

Salesforce familiarity

Tools

Salesforce

Clari

Job description

Zoom is seeking a Renewals Manager on the Federal team to own a strategic federal book of business, protect the installed base, and drive growth through disciplined renewal management and strategic customer engagement.

You will partner with Sales, Finance, and Customer Success to navigate complex deals, uncover expansion opportunities, and build trust with government customers. This quota-carrying role rewards strategic thinkers focused on long-term outcomes.