Renewals Manager, Public Sector

The Renewals Manager, Public Sector owns and drives the end-to-end renewal motion for a defined book of U.S. Public Sector customers, ensuring strong customer retention, predictable revenue outcomes, and long-term account value. This role partners closely with Customer Success, Account Management, Sales, and Channel partners to proactively manage renewal risk, navigate public sector procurement requirements, and deliver compliant, value-aligned renewal outcomes that support Abnormal's growth goals.

As a more senior individual contributor, the Renewals Manager is expected to independently manage renewal strategy for public sector accounts, anticipate timing and budget constraints, and influence renewal outcomes through strong commercial judgment, policy awareness, and customer advocacy. In addition to securing renewals, this role supports approved expansion motions such as licensing true-ups and scope adjustments aligned to public sector buying frameworks.

This position is ideal for candidates with proven renewal ownership who are experienced working within government procurement cycles, compliance constraints, and regulated buying environments.

• A confident, accountable owner of renewal outcomes within regulated and policy-driven environments
• Experienced navigating public sector procurement processes, timelines, and approvals
• Commercially minded, with the ability to negotiate within predefined contract vehicles and pricing frameworks
• Proactive in identifying renewal risk tied to funding cycles, compliance, or stakeholder changes
• Comfortable managing long sales and renewal timelines across a complex public sector book of business
• Clear, direct communicator with the ability to engage government stakeholders professionally
• Data-driven and thoughtful in forecasting renewals impacted by fiscal year timing and budget availability
• Collaborative partner who builds trust across Customer Success, Sales, Legal, Deal Desk, and Channel partners

• Own the end-to-end renewal process for a defined set of Public Sector accounts, from early engagement through close
• Lead renewal strategy aligned to government procurement cycles, fiscal year timing, and contract vehicles
  
• Negotiate renewal terms within established public sector frameworks while balancing customer needs and Abnormal's business objectives
• Partner closely with Customer Success and Account Management to maintain strong customer health and retention
• Proactively identify at-risk renewals driven by funding, compliance, or policy changes, and develop mitigation plans
• Manage renewal timelines, documentation requirements, pricing conversations, and execution with minimal oversight
• Support approved expansion motions such as licensing true-ups or scope modifications, aligned to public sector constraints
• Deliver accurate renewal forecasting and reporting, accounting for long lead times and budget-driven risk
• Leverage customer and usage insights to support value-based renewal conversations with public sector stakeholders
• Collaborate with channel partners, resellers, and internal legal and deal desk teams to ensure compliant, smooth renewal execution

• 2-4 years of experience in Renewals, Customer Success, Account Management, or a related SaaS commercial role
• Experience managing or supporting Public Sector, Government, or highly regulated customers
  
• Proven ownership of contract renewals, including negotiation and close within structured procurement environments
• Strong understanding of public sector customer lifecycle management and renewal risk indicators
• Familiarity with government procurement processes, fiscal year budgeting, and approval workflows
• Experience navigating pricing, terms, and objections within predefined contract vehicles
• Proficiency with CRM systems (e.g., Salesforce); Gainsight experience preferred
• Strong analytical skills to support renewal forecasting impacted by long sales cycles and funding variability

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