Fed Renewals Conversion Sales (Software)

TL;DR

Fed Renewals Conversion Sales (Software): Managing the conversion of perpetual licenses to subscription models and handling renewals for the federal region with an accent on maximizing retention and price increase metrics. Focus on full-cycle sales management, pipeline optimization, and stakeholder negotiation within the IT infrastructure domain.

Location: Reston, Virginia

Company

A people-first company helping customers accelerate business transformation with simple, powerful, and secure solutions.

What you will do

• Manage 25-35 monthly opportunities, focusing on converting perpetual licenses and renewing existing subscriptions.
• Guide customers toward like-for-like modules or Platform solutions such as OSH, SWO-SaaS, and Flex SKU.
• Optimize Gross Price Increase Multiple (GPIM) and Gross Retention Rate (GRR) to maximize Net Price Increase Multiple (NPIM).
• Execute the full sales cycle from initial outreach to closing deals (Closed/Won or Closed/Lost).
• Manage a rolling pipeline, forecasting three months forward while resolving lapsed deals from previous quarters.
• Utilize Outreach, Outlook, and Salesforce CRM to track activities and manage the book of business.

Requirements

• Must be based in Reston, Virginia
• 2–3 years of proven software sales experience, preferably in SaaS or IT infrastructure solutions.
• Proficiency in Salesforce CRM.
• Excellent English communication skills, both spoken and written
• Experience with various licensing models, including on-premises, subscription, and SaaS.
• Bachelor’s degree in Business, IT, or a related field preferred.

Nice to have

• Strong understanding of IT infrastructure, incident management, and DevOps/SRE practices.

Culture & Benefits

• People-first culture emphasizing empathy, accountability, and collaboration.
• Environment focused on professional growth and career advancement.
• Equal Employment Opportunity Employer commitment to diversity and inclusion.