Senior Renewals Specialist, Federal

Ready to embark on the quest of joining Hack The Box At the end of this thrilling journey, you will become a proud member of Hack The Box, with the ultimate mission to help redefine cybersecurity expertise. The core mission of the Federal Senior Renewals Specialist The HTB Federal client base is growing fast, and due to our great product, we are able to achieve high retention. To support our Revenue organization, we are bringing on the team 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 proposal upon the renewal of their HTB annual subscription. Technology tools and weapons you’ll be using Hubspot ChurnZero Pandadoc Jira Slack Responsibilities Own the renewal process for a portfolio of HTB Federal customers, serving as their go‑to point of contact for all commercial matters regarding the renewal of their annual subscription service or contract. Handle all administrative duties relating to renewals, including researching customer contracts and purchasing history, generating a timely renewal proposal, guiding the customer through the renewal cycle, tracking the purchase order, and tracking payment. Build effective relationships with commercial contacts (budget holders, contracting departments/officers) within our Federal client base, as well as distributors and resellers. Understand and follow the sales process for different departments within the USG as it pertains to 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 the success of upcoming renewals. Collaborate with different internal stakeholders (Customer Success, Sales, Business Operations, Legal, Finance, etc.). 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 manage client renewal information, status, and reports accurately. Develop deep expertise and understanding of Hack The Box products to drive positive renewals. Work within a global company. Qualifications 5+ years experience with contract renewal or account management. Customer service or administration experience. Experience working within the US government. Deep understanding of the complexities of US government procurement and contracting. Understanding of how to appropriately respond to RFQs and RFPs, along with 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 comfort working to deadlines. Ability to work with minimal supervision and take a proactive approach to completing assigned tasks. Strong interpersonal and problem‑solving skills. Effective communication skills with customers by email and verbally. Willingness to contribute new ideas for improving the renewals procedure. Experience using Hubspot or ChurnZero is considered a strong asset. Benefits USD 90,000 – 102,000 OTE (80/20 split) Medical, Dental & Vision (employee coverage 100% paid for by Hack The Box) 401K 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 for learning how to hack About Hack The Box Hack The Box (HTB) is the cybersecurity upskilling and talent development platform trusted by individuals, enterprises, and government agencies to sharpen offensive and defensive capabilities. Powered by a vibrant global community and hands‑on, real‑world training, HTB helps security teams practice like attackers, validate skills continuously, and move faster against emerging threats. We’re scaling rapidly across the enterprise market—especially in Financial Services, MSSPs, and Technology—and we’re just getting started. Equal Opportunity Employer 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. 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