Account Manager (Gov) in London

TryHackMe is the fastest-growing online cyber readiness platform in the world. Our mission is to make the world more digitally secure by making cybersecurity capability development accessible, practical, and fun for everyone, empowering teams good to world class. After a highly successful 2025, we have grown to more than 7+ million community members working with 1,000 companies and our growth is only accelerating!

TryHackMe works with a number of government, defence and military institutions. We are looking for an experienced Government Account Manager who can retain clients and expand our coverage by selling new products and services inside the same organisation. This role works to solidify our relationship with these large customers and contributes to TryHackMe's long term growth.

The ideal candidate is passionate about sales and driven to hit targets. You will thrive in this role if you love building meaningful, long-lasting relationships that drive our business forward.

As an Account Manager, you will own retention and growth across a portfolio of accounts. You will build deep relationships at multiple levels within each customer, proactively identifying and pursuing expansion opportunities. This includes cold outreach to new stakeholders within existing accounts, not just managing warm relationships. Working closely with Account Executives and Customer Success Managers, you will ensure customers continuously derive measurable value from TryHackMe, and you will be accountable for outcomes, not just activity.

Attributes we value

• Mission-Driven & Customer-Centric: You understand the unique mission, pressures, and procurement realities of U.S. Government agencies, and you consistently connect customer value to mission outcomes.
• Navigates Complexity with Discipline: You operate with structure, precision, and process rigor, recognising that structure drives freedom, especially in public-sector sales.
• Fast, Focused, Fearless: You proactively engage new stakeholders across large agencies, navigating bureaucracy with confidence and persistence while maintaining respect for government protocols.
• Trusted Relationship Builder: You create long-term, high-credibility relationships with Program Managers, Contracting Officers, Training Leads, and leadership, turning trust into growth.
• Procurement-Savvy: You understand government buying cycles, funding timelines (e.g., fiscal year constraints), and how to influence multi-stakeholder decision paths.
• Bias for Action: You consistently drive momentum in slow-moving environments, pushing deals forward through proactive follow-up, clear next steps, and strong internal coordination.
• Data-Led & Insight-Driven: You use data, adoption insights, and stakeholder signals to identify expansion opportunities early and support your case with clear analysis.
• Cross-Functional Champion: You collaborate seamlessly with Legal, Product, Content, and Customer Success teams, providing field intelligence that strengthens TryHackMe's public-sector offering.
• Resilient & Adaptable: You thrive in ambiguity, adjust quickly to shifting government priorities, and maintain tenacity even through long sales cycles.
• Always Be Learning: You stay ahead of government trends, cyber training requirements, compliance shifts, and the evolving threat landscape, turning knowledge into value for customers.

Client Growth & Renewal

• Owns expansions and renewals across a sizeable account portfolio (10s of accounts), operating with discipline and a clear bias for action.
• Approaches new and cold stakeholders within the assigned customer base with confidence, using existing relationships to identify and unlock new opportunities staying fast, focused, and fearless in outreach.
• Builds and maintains strong, lasting relationships with key stakeholders, demonstrating genuine care, curiosity, and high-quality communication at every touchpoint.
• Manages account data diligently and follows processes consistently, because structure drives freedom and precision creates performance.
• Analyses personal performance, seeks coaching, and follows through on development plans, taking full ownership of outcomes and improving week on week.
• Ownership and accountability, with your entrepreneurial mindset you own the NRR and GRR targets, you operate creatively to get the job done and deliver the results through your winning mindset.

Collaboration & Communication

• Partners closely with Account Executives to ensure smooth handovers and maintain alignment with broader sales objectives, clarity is kindness.
• Works cross-functionally with Customer Success to drive satisfaction, champion product adoption, and leverage insights for proactive outreach that moves the needle.
• Contributes data-driven analysis and sound judgment to team discussions, pairing numbers with commercial instinct to support proposals and decisions.
• Shows up consistently for the Account Management team, raising the bar and fostering a cohesive, high-performing culture.
• Offers constructive input on process improvements, with a bias for execution over intention.
• Collaborates with Legal on deal closing, and with Product and Content Engineering to surface strengths, gaps, and opportunities that elevate customer value.
• Anticipates challenges early and engages stakeholders proactively, solving problems before they escalate, with no passengers on this team.

Entrepreneurial Mindset & Innovation

• This is a foundational role within a rapidly scaling business and team. The right candidate brings an entrepreneurial approach, comfortable with ambiguity, energised by building from the ground up, and motivated to shape what good looks like before the playbook is written.
• Leads occasional projects to test new expansion and renewal strategies, sharing lessons learned and scaling what works, embodying a growth mindset and championing experimentation.
• Embraces innovation, continuously refines techniques, and implements creative approaches to strengthen client relationships and drive sustainable growth.
• Always building, always closing, always learning.

What You Bring

• Proven experience in a sales or revenue-driven Customer Success role within a rapidly growing organisation (50–500 employees), operating effectively in fast-changing environments.
• A track record of hitting and exceeding quotas for new business or expansion, results over excuses.
• Demonstrated ability to run cold outreach and drive new pipeline within existing accounts, with the will and tenacity to see it through.
• Experience working with CRM and Customer Success tools (e.g., HubSpot, ChurnZero, Claude).
• Strong multitasking and organisational skills, with discipline and consistency in execution.
• Excellent written and verbal communication skills, with a focus on clarity and precision in every customer interaction.
• Experience selling a technical solution; cybersecurity training experience is a strong advantage, with the ability to ramp quickly on new product knowledge and adapt to changing market dynamics.
• Experience in the Government sector is desirable.

Benefits & Perks

• Salary - We hire across 34+ countries. We determine salaries based on Geographic Location, Seniority, Interview Performance, and Market Rates using leading compensation benchmarking tools. For US we are looking between $100-120k base + OTE.
• 100% Remote In the US - In a fully digital world, work from anywhere you want as long as there is a 6 hrs timezone overlap with the UK timezone.
• Flexi Time - Choose your own hours as long as you have at least 4 hours of overlap with the UK timezone (from 8am - 6pm). Willingness to occasionally start/work late for USA timezone overlap is appreciated.
• Tools - a dedicated work laptop + any accessories you need to do your best work.
• Swag Pack - start your TryHackMe journey with a branded swag bundle!
• Personal Development - $2,500 training budget to acquire certifications, and more.
• Company Retreat - an annual company retreat, fully paid for by TryHackMe!
• Lunch on us - whether you are a pizza-lover, salad obsessed or a big sushi fan, TryHackMe will cover the cost of your lunch order during our recurring company virtual lunches.
• Health Insurance - if you are in a country that doesn’t have public health care.
• Enhanced Maternity & Paternity - an enhanced package on top of statutory requirements.
• 401k / Pension - TryHackMe makes it easy to save money for your retirement.

Hiring process

• Application review
• Hiring manager 1:1 call (30m)
• Take-home challenge with hiring manager and talent partner (45m)
• Culture fit with one of our Co-Founders (30m)