Renewals Manager - Federal

What You Can Expect

As a Renewals Manager on the Federal team, you’ll take ownership of a strategic book of federal business, protecting and growing Zoom’s installed base through disciplined renewal management and meaningful customer engagement. Your work will shift between finalizing renewals, forecasting pipeline, and uncovering expansion opportunities that create lasting value for government customers. You’ll partner closely with Sales, Finance, and Customer Success to navigate complex deals and build the trust that keeps federal agencies coming back. This is a quota-carrying role that rewards strategic thinkers who bring genuine curiosity to customer challenges and care deeply about long-term outcomes.

About the Team

The Renewals team at Zoom sits at the intersection of customer success and revenue growth, focused on retention, expansion, and delivering measurable value across Zoom’s customer base. On the Federal side, the team partners closely with account teams to strengthen relationships with government agencies, navigate complex procurement cycles, and ensure Zoom’s platform continues to meet mission-critical needs.

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

What We’re Looking For

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

Salary Range or On Target Earnings:

Minimum:

Maximum:

In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.

Note: Starting pay will be based on a number of factors and commensurate with qualifications & experience.

We also have a location based compensation structure;  there may be a different range for candidates in this and other locations

At Zoom, we offer a window of at least 5 days for you to apply because we believe in giving you every opportunity. Below is the potential closing date, just in case you want to mark it on your calendar. We look forward to receiving your application!

Ways of Working
Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

Benefits
As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click Learn for more information.

About Us
Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.
We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Find room to grow with opportunities to stretch your skills and advance your career in a collaborative, growth-focused environment.

Our Commitment

At Zoom, we believe great work happens when people feel supported and empowered. We’re committed to fair hiring practices that ensure every candidate is evaluated based on skills, experience, and potential. If you require an accommodation during the hiring process, let us know—we’re here to support you at every step.

If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.

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