Federal , Senior Specialist

Position: Federal Renewals, Senior Specialist
Ready to embark on the quest of joining Hack The Box?

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 core mission of the Federal Renewals, Senior Specialist

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

& Work Mode:

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

The fellowship you’ll be joining:

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.

Technology tools & weapons you’ll be using:

• Hubspot, Churn Zero, Pandadoc, Jira, Slack

The adventures that await you after becoming Federal Renewals, Senior Specialist at Hack The Box:

• 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 Churn Zero) 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…