Renewals Manager

The Role

The Renewals Manager (Federal & SLED) will be an integral part of Corelight’s Public Sector sales engine. In this role, you will combine strong commercial operations skills with a modern, tech-forward mindset to drive high retention rates, manage a tight forecast, and uncover expansion opportunities within our government and education customer base.

The ideal candidate possesses sharp attention to detail for complex quoting and co-terming scenarios, while being semi-fluent in AI concepts—eager to leverage AI tools and custom agents to automate routine administrative tasks, scale outreach, and optimize the renewal pipeline.

You will work closely with Regional Sales Managers (RSMs), Technical Account Managers (TAMs), Customer Support, Channel Partners, Sales Operation and Finance teams to ensure the long-term success and continuous protection of our public sector customers.

Key Responsibilities

• Drive Renewals: Own, manage, and optimize the renewal pipeline for Federal and SLED accounts, consistently striving to meet or exceed a 90%+ monthly retention metric.
• Quoting & Co-Terming: Generate accurate, timely renewal quotes and navigate complex co-terming adjustments to align multiple customer subscriptions and streamline public sector procurement.
• Forecast Management: Maintain a highly accurate, reliable, and up-to-date renewal forecast within Salesforce, providing clear visibility into monthly, quarterly, and fiscal year-end expectations.
• AI-Driven Optimization: Utilize and build custom AI prompts, workflows, or basic agents to streamline account research, automate customized outreach, and scale your daily sales operations.
• Public Sector Navigation: Proactively engage customers early in the renewal cycle to navigate complex government procurement processes, fiscal year-end deadlines, and budgetary constraints.
• Identify Growth: Properly qualify and surface up-sell and cross-sell opportunities in close alignment with the field sales teams.
• Churn Mitigation: Build and maintain a proactive system to identify "at-risk" accounts, collaborating with TAMs and support to resolve adoption hurdles before the renewal date.
• Data Integrity: Maintain meticulous records, forecasting, and tracking of all renewal activities and metrics within Salesforce.com.

Qualifications

What You Bring:

• Experience: 3+ years of experience managing renewals, account management, or sales operations for Federal, State, Local Government, or Education (SLED) customers, preferably within the cybersecurity, SaaS, or public sector technology markets.
• Operational Excellence: Strong proficiency in generating quotes, handling co-terming scenarios, and maintaining a high level of forecast accuracy.
• AI Literacy: Semi-fluent in AI technologies; practical experience using LLMs (e.g., ChatGPT, Claude) and building basic AI agents or automated workflows to increase personal or team productivity.
• Public Sector Familiarity: Strong understanding of public sector procurement processes, including use of GSA, IDIQs, BPAs, SEWP, and SLED cooperative agreements (NASPO, OMNIA, Sourcewell, etc.) and working alongside public sector channel partners/distributors is highly preferred.
• Salesforce Fluency: Direct experience working within Salesforce.com (knowledge of CPQ tools or the broader Salesforce ecosystem is a strong plus).
• Communication Skills: Excellent interpersonal, verbal, and written communication skills with an articulate, professional phone and video presence.
• Execution Focus: Proven time-management and follow-up skills; a results-oriented mindset with the ability to create valid, value-driven business reasons to engage customers.