Renewal Account Specialist

Description

Job Title: Government Renewal Account Specialist I

Department: Sales (multiple verticals)

Reports To: Public Sector Sales Leader (VP / Sr. Director / Sales Director)

FLSA Status: Exempt

Location: Leesburg, VA - Hybrid or Remote (depending on office need)

Career Track: Sales ? Renewal Specialist II ? Renewal Account Manager / Account Manager

The Government Renewal Account Specialist I (RAS I) supports the execution of software and technology subscription renewals across Federal and SLED customers.

This is an early-career, execution-focused role responsible for managing renewal coordination, quote preparation support, CRM accuracy, and cross-functional alignment to ensure timely and compliant renewal processing.

The RAS I contributes to Gross and Net Revenue Retention by ensuring renewals are executed accurately, on time, and in alignment with supplier pricing and government contract requirements.

This role focuses on operational excellence and foundational account ownership, with increasing exposure to forecasting, supplier collaboration, and revenue expansion over time.

• Support and manage assigned renewal opportunities under guidance of senior team members
• Track renewal dates and maintain renewal calendar accuracy
• Coordinate renewal notifications and required documentation
• Assist in quote preparation aligned with supplier pricing and contract terms
• Monitor PO receipt and ensure timely handoff to order processing
• Support co-terming and entitlement alignment activities
• Escalate identified renewal risks (funding timing, scope shifts, pricing discrepancies)

• Maintain accurate renewal records in Salesforce (or designated CRM)
• Update renewal stage, forecast category, and close dates
• Document customer communication and renewal risks
• Participate in renewal pipeline reviews with assigned Account Managers

• Assist with quote creation in coordination with Deal Desk and Contracts
• Validate pricing against supplier price lists and approved discount structures
• Ensure documentation aligns with applicable public-sector contract vehicles
• Maintain awareness of compliance requirements (TAA, Section 889, basic FAR/DFARS concepts)

• Coordinate with:
• Account Managers
• Contracts
• Finance
• Deal Desk
• Suppliers / Distributors (as assigned)

• Confirm pricing, SKUs, renewal terms, and entitlements
• Track internal SLA adherence for renewal processing

• Identify basic expansion signals (seat growth, product add-ons)
• Flag upsell/cross-sell opportunities to Account Managers
• Support renewal-related customer communication

• Maintain clean CRM data hygiene
• Follow renewal playbooks and SOPs
• Contribute feedback to improve renewal processes
• Complete required supplier certifications
• Other duties as assigned.

Within First 6-12 Months:

• Demonstrates accurate CRM data management
• Achieves on-time renewal processing within SLA
• Maintains quote accuracy with minimal revision cycles
• Contributes to renewal rate targets for assigned portfolio
• Demonstrates understanding of contract vehicle basics

KPIs May Include:

• Renewal processing accuracy rate
• Quote turnaround time
• Forecast hygiene accuracy
• Renewal support contribution to GRR
• CRM data completeness

• Manages lower-complexity renewal accounts
• Works under direction of senior RAS or Sales Leader
• Does not independently set pricing strategy
• Escalates non-standard terms or risk situations
• Limited direct negotiation authority

• Bachelor’s degree or equivalent experience
• 0-2 years of experience in renewals, customer success, sales operations, order management, or related field
• Strong organizational and documentation skills
• Professional written and verbal communication skills
• Ability to manage multiple deadlines
• Proficiency in Microsoft Office (Excel, Outlook, Teams)
• Ability to learn CRM systems (Salesforce preferred)

• Exposure to SaaS or subscription renewals
• Familiarity with public-sector procurement basics
• Experience in distribution, reseller, OEM, or technology environments
• Basic understanding of contract vehicles (GSA, SEWP, NITAAC, NASPO)

• Detail Orientation
• Process Discipline
• Accountability
• Cross-Functional Collaboration
• Customer Service Orientation
• Learning Agility

RAS I ? RAS II ? Senior RAS III ?…