Senior Renewals Specialist, Federal

Role Overview

The Federal Senior Renewals Specialist will manage renewal, upsell, and optimization of license subscription contracts for the US federal government. The role involves negotiating favorable terms that align with government regulations, mission needs, and company goals, building key relationships with budget holders, contracting departments/officers, and resellers, and acting as a trusted advisor for all contract requests.

• Own the renewal process for a portfolio of HTB Federal customers, serving as the primary point of contact for all commercial matters regarding renewal of annual subscription service/contract.
• Conduct administrative duties related to renewals: researching customer contracts and purchasing history to generate timely renewal proposals, guiding the customer through the renewal cycle, tracking Purchase Orders and payments.
• Build and maintain effective relationships with commercial contacts within the federal client base, distributors, and resellers.
• Understand and follow the sales process for USG departments, including budget allocation, preferred contract vehicles, and potential pitfalls.
• Engage directly with customers to present the value proposition of HTB products & solutions, support business requirements, and overcome objections to ensure renewal success.
• Collaborate with internal stakeholders (Customer Success, Sales, Business Operations, Legal, Finance, etc.).
• Forecast and track account-based metrics such as probability of renewal deal closing and on‑time renewal.
• Update and utilize internal systems (Hub Spot and Churn Zero) to accurately manage client renewal information, status, and reports.
• Develop deep expertise of Hack The Box products to drive positive renewals.
• Work effectively within a global company environment.

• 5+ years experience with contract renewal/account management.
• Customer service and/or administration experience.
• Experience working within the US government.
• Deep understanding of the complexities of US government procurement and contracting.
• Knowledge of RFQ/RFP processes and 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 meet deadlines.
• Capacity to work with minimal supervision and proactively complete assigned tasks.
• Strong interpersonal and problem‑solving skills.
• Effective communication skills via email and verbal interactions.
• Willingness to propose new ideas to improve renewals procedures.
• Experience with Hub Spot/Churn Zero considered a strong asset.

• Hub Spot
• Churn Zero
• Panda Doc
• Jira
• Slack

• USD 90,000–102,000 OTE (80/20 split)
• Medical, Dental & Vision (100% employee coverage)
• 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, conference participation
• State‑of‑the‑art equipment
• Full access to the Hack The Box lab offerings.

Hack The Box is committed to fostering a diverse, inclusive, and equitable workplace. We do not discriminate on any protected characteristic and ensure all applications are considered solely based on merit, skills, and qualifications.

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