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Senior Renewals Specialist, Federal

3 weeks, 5 days ago
United States
Full-time
Senior
Customer Success Manager
Customer and Technical Support
HubSpot JIRA
Apply Now
Hack The Box

Hack The Box

Hack The Box serves as a premier Cybersecurity Performance Center, providing advanced training and certification resources for both aspiring security professionals and established teams to enhance their skills and drive peak cyber performance.

Internet Software & Services
51-250
Founded 2017
$70M raised
View All Jobs 10

Description

  • Own the end-to-end renewal process for a portfolio of US federal accounts, including timely proposal generation and contract execution.
  • Renew, upsell, and optimize annual license subscription contracts while negotiating terms that comply with government regulations and align with customer mission needs.
  • Research customer contracts and purchasing history, identify HTB platform usage trends, and use those insights to create value-driven renewal proposals.
  • Build and maintain strong relationships with federal budget holders, contracting officers/departments, distributors, and resellers, acting as their trusted commercial contact.
  • Guide customers through the renewal cycle, track purchase orders and payments, and resolve obstacles to on-time renewals.
  • Collaborate cross-functionally with Customer Success Managers, Account Executives, Solution Engineers, Business Operations, Sales Ops, Legal, and Finance to close renewals and improve workflows.
  • Understand and follow US government sales and procurement processes (budget allocation, preferred contract vehicles, RFQ/RFP considerations) to avoid pitfalls and accelerate renewals.
  • Forecast and track account-based renewal metrics (e.g., probability to close, on-time renewal) and keep internal systems updated (HubSpot, ChurnZero) for accurate reporting.
  • Continuously develop deep expertise in Hack The Box products to articulate value propositions and address business requirements and objections during renewal discussions.

Requirements

  • 5+ years of experience in contract renewals or account management.
  • Customer service and/or administrative experience involving contract lifecycle tasks.
  • Experience working with the US federal government and a deep understanding of US government procurement and contracting complexities.
  • Familiarity with responding to RFQs and RFPs and knowledge of specific response guidelines.
  • Experience negotiating complex, multi-year agreements.
  • Strong process management skills, financial acumen, and adherence to compliance and company policies.
  • Proven ability to overcome customer objections, manage deadlines, and work with minimal supervision as a proactive self-starter.
  • Strong interpersonal, problem-solving, and written/verbal communication skills.
  • Willingness to contribute process improvements and familiarity with renewal tooling; experience with HubSpot and ChurnZero is a strong asset (also use of PandaDoc, Jira, Slack).
  • Ability to work within a global company and collaborate across distributed teams.

Benefits

  • USD 90,000–102,000 OTE (80/20 split).
  • Medical, dental, and vision coverage with employee coverage 100% paid by Hack The Box.
  • 401(k) with employer match and employer-paid Life & AD&D insurance; supplemental life, short-term and long-term disability.
  • Healthcare and dependent care FSA.
  • Paid paternity and maternity leave and 25 annual leave days.
  • Home office allowance and state-of-the-art equipment provided.
  • Dedicated budget for training and professional development, including conference participation.
  • Full access to Hack The Box lab offerings and opportunities for global meet-ups and company-wide learning events.

Interested in this position?

Apply directly on the company website

Apply Now

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