Senior Renewals Specialist, Federal

Ready to embark on the quest of joining Hack The Box? At the end of this 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 core mission of the Federal Sr. Renewals Specialist HTB Federal client base is growing fast and at the same time, due to our great product, we are able to achieve high retention. To support our Revenue organization, we’re bringing on 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/or officers, and resellers, as well as becoming a trusted advisor for all of their contract requests. Reporting and Collaboration Reporting to the Head of Renewals, you will be part of the Customer Success department and, more specifically, the Renewals team. You’ll also 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 general administration experience are required. Technology Tools HubSpot, ChurnZero, PandaDoc, Jira, Slack. Responsibilities Own the renewal process for a portfolio of HTB Federal customers, serving as the primary contact for all commercial matters regarding renewal of their annual subscription service/contract. Handle all administrative duties for renewals, including researching customer contracts and purchasing history to generate timely renewal proposals, guiding the customer through the renewal cycle, tracking purchase orders, and tracking payments. Build effective relationships with commercial contacts (budget holders, contracting departments/or officers) within the Federal client base, as well as distributors and resellers. Understand and follow the USG sales process for different departments concerning budget allocation, preferred contract vehicles, and potential pitfalls. Engage directly with customers to propose the value proposition of HTB’s products and solutions, support business requirements, and overcome objections to ensure successful upcoming renewals. Collaborate with internal stakeholders (Customer Success, Sales, Business Operations, Legal, Finance). Forecast and track account‑based metrics such as probability of renewal deal to close and on‑time renewal. Regularly update and utilize internal systems (HubSpot and ChurnZero) to accurately manage client renewal information, status, and reports. Develop deep expertise and understanding of HTB products to drive positive renewals. Work within a global company environment. Qualifications 5+ years experience with contract renewal/account management. Customer service and/or administration experience. Experience working within the US government. Deep understanding of US government procurement and contracting complexities. Understanding of how to appropriately respond to RFQs and RFPs and specific guidelines for responses. Experience negotiating complex, multi‑year agreements. Strong process management, financial acumen, and strict compliance with policies. Ability to overcome customer objections. Self‑starter with a positive attitude, strong work ethic, attention to detail, and ability to work to deadlines. Ability to work with minimal supervision and proactively complete assigned tasks. Strong interpersonal and problem‑solving skills. Effective communication with customers by email and verbally. Willingness to contribute new ideas for improving renewals procedures. Experience using HubSpot or ChurnZero is a strong asset. Benefits USD 90,000–102,000 OTE (80/20 split). Medical, Dental & Vision (employee coverage 100% paid by Hack The Box). 401(k) with 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, including conference participation. State‑of‑the‑art equipment. Full access to the Hack The Box lab offerings. 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. Hack The Box participates in E‑Verify. For more information, please click here and here. #J-18808-Ljbffr Hack-the-Box