Account Manager (Gov)

TryHackMe is the fastest-growing online cyber security training platform. Our mission is to make learning and teaching cyber security easier by providing gamified security exercises and challenges. Having only been around for a handful of years, we’ve grown to more than 6 million community members and our growth is only accelerating!

We’re looking for an Account Manager who can retain clients and expand our coverage to unlock other courses inside the same organisation. This role solidifies 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’ll thrive in this role if you love building meaningful, long-lasting relationships that drive our business forward.

Role Overview

As an Account Manager, I focus on retaining and expanding customers across the organisation. I uncover growth opportunities by building deep relationships within these accounts. I proactively source new contacts, including cold outreach to stakeholders within existing customers. I collaborate closely with Account Executives and Customer Success Managers to ensure our clients continue to obtain value from TryHackMe’s solutions.

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

I own expansions and renewals within my assigned account portfolio (100s of accounts), operating with discipline and a clear bias for action. I enjoy approaching new (cold) stakeholders within my assigned customer portfolio, using existing relationships to strategically identify new opportunities – staying fast, focused, and fearless in my outreach. I create and maintain strong, lasting relationships with key stakeholders, demonstrating care, curiosity, and high-quality communication. I diligently manage account data and consistently follow processes – because structure drives freedom and precision creates performance. I analyse my performance, seek coaching, and follow through on development plans. I take ownership of my outcomes, not excuses, and improve every week.

Collaboration & Communication

I partner closely with Account Executives to ensure smooth handovers and maintain alignment with overall sales objectives – clarity is kindness. I work with Customer Success to drive customer satisfaction, ensure product adoption, and leverage insights for proactive outreach that moves the needle. I contribute insights to Account Management team discussions and support my proposals with data-driven analysis, pairing data with sound judgment. I foster a cohesive, high-performing Account Management team by showing up consistently and raising the bar for those around me. I offer constructive input on process improvements – execution over intention. I collaborate with Legal for deal closing, and with Product and Content Engineering to uncover strengths, weaknesses, and opportunities to elevate customer value. I anticipate challenges early and engage my manager when needed, taking proactive ownership to solve issues before they escalate.

Innovation

I lead occasional projects to test new expansion and renewal strategies, sharing lessons learned and scaling what works – embodying a growth mindset and championing experimentation. I embrace innovation, refine my techniques, and implement creative approaches to strengthen client relationships and drive sustainable growth.

Skillset

• I have experience in a Sales or revenue-driven Customer Success role in a rapidly growing organisation (50–500 employees), operating effectively in fast-changing environments.
• I have experience with Education (Desirable).
• I have experience with cold outreach and demonstrate strong will and tenacity in driving new pipeline within existing accounts.
• I have a consistent track record of hitting and exceeding quotas for new business or expansion.
• I have experience working with CRM tools (e.g., HubSpot) and Customer Success software (e.g., ChurnZero).
• I have strong multitasking and organisational skills, showing discipline and consistency in execution.
• I have excellent written and verbal communication skills, prioritising clarity and precision in every customer interaction.
• I have experience selling a technical solution, such as Cyber Security training, and can adapt quickly to new product knowledge and changing market needs.

Benefits & Perks

• Salary – We hire across 34+ countries. Salaries are based on Geographic Location, Seniority, Interview Performance and Market Rates. For the UK we are looking between £55‑65k base.
• Remote – 100% Remote: Work from anywhere you want as long as there is at least 6 hrs timezone overlap with the UK.
• Flexi Time – Choose your own hours as long as you have at least 4 hrs overlap with the UK (8 am‑6 pm).
• Tools – A dedicated work laptop and any accessories you need.
• 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 retreat, fully paid for by TryHackMe.
• Lunch on us – We cover the cost of your lunch order during our virtual company lunches.
• Health Insurance – If you’re in a country that doesn’t have public health care.
• Enhanced Maternity & Paternity – An enhanced package on top of statutory requirements.
• 401 k / Pension – Easy to save money for your retirement.

Please note that, at this time, we are unable to provide sponsorship.

Hiring process

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

TryHackMe takes the pain out of learning and teaching cyber security. Our platform makes it a comfortable experience to learn by designing prebuilt courses that include virtual machines (VMs) hosted in the cloud and ready to be deployed. This avoids the hassle of downloading and configuring VMs. Our platform is perfect for CTFs, Workshops, Assessments, or Training. We’ve come a long way since launching in 2018, with over six million users on the platform!