Federal Renewals, Senior Specialist

At the end of this thrilling journey, you'll become a proud member of Hack The Box, with the ultimate mission to help redefine cybersecurity expertise. Get ready for an exciting adventure into the world of cybersecurity! 🚀🔒💻

The HTB Federal client base is growing fast and we’re achieving high retention. To support our Revenue organization, we’re hiring a Senior Renewals Specialist for the US Federal business. This role is responsible for renewing, up-selling, and optimizing license subscription contracts for the US federal government. Your core mission is to ensure seamless contract continuation by negotiating favorable terms that align with government regulations, mission needs, and company goals. It also involves building key relationships with budget holders, contracting departments/officers, and resellers, as well as becoming a trusted advisor for all of their contract requests.

As part of your role, you will be responsible for delivering our renewal process for a set of accounts assigned to you. You will need to identify HTB platform usage trends and other important information collected throughout HTB interactions with the customer, which ultimately will enable you to generate a meaningful and beneficial for the customer proposal upon the renewal of their HTB annual subscription.

• Location: US, East Coast
• Fully remote
• Full-time role 
  

Reporting to the Head of Renewals, you will be part of the Renewals team within the Customer Success department. You’ll also be able to connect with multiple internal stakeholders (Customer Success Managers, Account Executives, Solution Engineers, Business Operations, Sales Ops, Legal, Finance), improve workflows and manage your own schedule. Clear communication, high organizational skills, teamwork, and some experience in general administration are the requirements that you’ll need to have, in order to be successful in the role.

• Hubspot, ChurnZero, Pandadoc, Jira, Slack

• Owning the renewal process for a portfolio of HTB Federal customers, being their go-to point of contact with all commercial matters regarding the renewal of their annual subscription service/contract
• Taking care of all administrative duties relating to renewals including: researching customer contracts and purchasing history to generate a timely renewal proposal, guiding the customer through the renewal cycle, tracking the Purchase Order, tracking the payment

• Building effective relationships with commercial contacts (budget holders, contracting departments/officers) within our Federal client base, as well as distributors and resellers
• Understanding and following the sales process for different departments within the USG as it pertains to budget allocation, preferred contract vehicles, and potential pitfalls in those processes.
• Engaging directly with customers to propose the value proposition of HTB’s products & solutions, support business requirements, and overcome objections to ensure the success of upcoming renewals
• Collaborating with different internal stakeholders (Customer Success, Sales, Business Operations, Legal, Finance, etc)
• Forecasting and tracking account-based metrics, e.g. probability of renewal deal to close, on-time renewal
• Regularly updating and utilizing internal systems (Hubspot and ChurnZero) to accurately manage client renewal information, status, and reports
• Developing deep expertise and understanding of Hack The Box products to drive positive renewals
• Ability to work within a global company

• 4+ years experience with contract renewal/account management
• Customer service or/and administration experience
• Experience working within the US government
• A deep understanding of the complexities of US government procurement and contracting is essential.
• Understanding of how to appropriately respond to RFQs and RFPs along with understanding specific guidelines for responses.
• Experience in negotiating complex, multi-year agreements.
• Strong process management, financial acumen, and strict compliance with policies.
• Ability to overcome customer objections
• Self-starter, positive attitude, strong work ethic, attention to detail, comfortable working to deadlines
• Ability to work with minimal supervision, with a proactive approach to completing assigned tasks
• Strong interpersonal and problem-solving skills
• Ability to communicate effectively with customers by email and verbally
• Willingness to contribute new ideas for how to improve and make our renewals procedure more effective

• Experience using Hubspot/ChurnZero would be considered a strong asset to the job 

• 🎯You'll have the exhilarating opportunity to contribute to a product that is highly appreciated by users and the cybersecurity community at large.
• 🎯 You'll experience a highly supportive and caring environment, fostering growth, flexibility, and autonomy.
• 🎯 You'll embark on an exciting journey of continuous learning and problem-solving, leveling up as our organization grows.
• 🎯 Most importantly, you'll have a blast at HTB 🥳 because fun is an essential ingredient in our recipe for success! Just wait until you see our global meet-ups!

• Compensation: USD 83,000-95,000 + bonus
• Medical, Dental & Vision (employee coverage 100% paid for by Hack The Box)
• 401K w/ employer match
• Employer-paid Life and AD&D Insurance
• Supplemental Life Insurance
• Short-term and Long-term Disability
• Healthcare and Dependent Care FSA
• Paid paternity & maternity leave
• 25 annual leave days
• Home Office Allowance
• Dedicated budget for training and professional development, participation in conferences
• State-of-the-art equipment
• Full access to the Hack The Box lab offerings; so you can learn how to hack 😉

Hack Your Career, Today. Join us in this epic adventure of cybersecurity at Hack The Box! 🚀🔒💻

Hack The Box is the leading cyber readiness platform for the agentic era, battle-testing and upskilling both humans and AI agents to enhance organizational cyber resilience. Trusted by the Fortune 500, government agencies, and MSSPs, the platform delivers threat-informed learning paths consisting of real-world scenarios in gamified labs and live-fire simulations that build and validate offensive and defensive cyber capabilities. With a loyal community of more than 4 million members and 800+ enterprise customers, Hack The Box empowers teams and intelligent systems alike to strengthen cyber defenses and reduce breach risk effectively. 

Rapidly growing its international footprint and reach, Hack The Box is headquartered in the UK, with additional offices in the US, Australia, and Greece.

• We’re incredibly proud to share that our headquarters in the UK, along with our entities in Greece and the US, have been certified as a Great Place to Work for 4 consecutive years (2023 - 2026). 
• In addition, our Greek entity has been recognized among the Best Workplaces in Greece (4th, 2nd, 3rd, 1st) and Europe (7th, 10th, 73rd) during this period — a testament to our strong culture and commitment to creating an exceptional employee experience!

Take a sneak peek at how it is to be part of HTB. Get more insights about our HTB culture and employee experience by visiting the “about us” section of our site, our career site, and Glassdoor.

At Hack The Box, we are committed to fostering a diverse, inclusive, and equitable workplace. We believe that diversity enriches our performance, services, and the communities we serve. As such, we ensure that all job applications are considered solely based on merit, skills, and qualifications. We do not discriminate on grounds of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We are dedicated to providing a fair and respectful work environment that reflects our values.

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