Account Manager – Defence

Greenroom Robotics Pty; Australia; Remote; AUD 130,000 - 188,000; Full time

Benefits offered by this job

Health insurance

401(k)

Equity eligibility

PTO: 20 days + holidays

Job summary

Greenroom Robotics is seeking an Account Manager to own and grow the United States defense portfolio, serving as the primary contact within a high-trust, multi-stakeholder environment. You will drive customer success from delivery through fleet adoption, renewal and expansion, while coordinating with Delivery and Finance on budgets and reporting.

Ideal candidates have a track record in defense or complex enterprise accounts, strong stakeholder management, and the ability to translate technical

Qualifications

• Experience managing defense, government or complex enterprise accounts, with a track record of growing them.
• Strong stakeholder management across customer, partner, operational and executive groups.
• Experience with long sales cycles, formal procurement processes or multi-stage programs.
• The ability to understand technical and operational issues and translate them into clear customer and commercial actions.
• Experience owning account budgets, forecasts or revenue targets.
• Strong judgement, communication and attention to detail.
• The confidence to work independently while coordinating closely with engineering, Operations and leadership teams.
• A willingness to travel up to 50% of the time.
• A relevant degree or equivalent practical experience.

Responsibilities

• Own and grow the relationship for a portfolio of United States defense customers and partners, acting as their primary point of contact.
• Understand each account's operational priorities, acquisition environment, stakeholder landscape and long-term objectives.
• Lead Customer Success end to end, from initial delivery through conversion to fleet, upsell and renewal.
• Identify and progress renewal, expansion and upsell opportunities, using established relationships to open new mission areas and budget lines.
• Own commercial management of your portfolio, including account budgets and revenue reporting, in coordination with Delivery and Finance.
• Build a forecast and pipeline view of account growth for the Growth leadership team.
• Partner closely with our Operations program management team during vessel installs, setting customer expectations and staying across relationship health, without owning scheduling or technical delivery.
• Track contractual commitments, program milestones and customer actions.
• Prepare and lead customer business reviews, internal account reviews and executive briefings.
• Represent Greenroom with defense customers and operators at customer sites, trials, demonstrations and industry events.
• Capture customer insight and make sure it informs product development, strategy and investment decisions.
• Help shape the systems, standards and cadence needed to manage a growing defense portfolio.

Skills

Stakeholder management

Account management

Forecasting

Strategic thinking

Communication

Travel readiness

Education

Bachelor's degree or equivalent

Job description

Greenroom Robotics | Full-Time | United States (Remote)

• Reports to: Head of Business Development, United States
• Location: Remote, United States
• Travel: Up to 50%, including customer sites, trials, demonstrations and industry events

Build trusted partnerships around technology that matters

Greenroom Robotics is a maritime technology company developing software for autonomous, remote and digitally enabled vessel operations. Founded in Australia and now growing across the United States, our technology is used across defense and commercial maritime programs, helping operators navigate safely, understand complex environments, rehearse missions and operate with greater autonomy.

As our United States defense portfolio grows, we are looking for an experienced Account Manager to own and grow our relationships with defense agencies, primes, integrators and program partners.

This is not a traditional account management role that services deals handed over from Business Development. You will lead Customer Success for your portfolio and use trusted access within existing accounts to reach new mission areas, budget lines and program starts.

What you’ll do

• Own and grow the relationship for a portfolio of United States defense customers and partners, acting as their primary point of contact.
• Understand each account's operational priorities, acquisition environment, stakeholder landscape and long-term objectives.
• Lead Customer Success end to end, from initial delivery through conversion to fleet, upsell and renewal.
• Identify and progress renewal, expansion and upsell opportunities, using established relationships to open new mission areas and budget lines.
• Own commercial management of your portfolio, including account budgets and revenue reporting, in coordination with Delivery and Finance.
• Build a forecast and pipeline view of account growth for the Growth leadership team.
• Partner closely with our Operations program management team during vessel installs, setting customer expectations and staying across relationship health, without owning scheduling or technical delivery.
• Track contractual commitments, program milestones and customer actions.
• Prepare and lead customer business reviews, internal account reviews and executive briefings.
• Represent Greenroom with defense customers and operators at customer sites, trials, demonstrations and industry events.
• Capture customer insight and make sure it informs product development, strategy and investment decisions.
• Help shape the systems, standards and cadence needed to manage a growing defense portfolio.

What we’re looking for

You are comfortable building relationships in complex, high-trust environments where decisions involve multiple stakeholders and long time horizons.

You are commercially minded, but not transactional. You understand that defense relationships are built through credibility, consistency, discretion and delivering on commitments.

You will ideally bring:

• Experience managing defense, government or complex enterprise accounts, with a track record of growing them.
• Strong stakeholder management across customer, partner, operational and executive groups.
• Experience with long sales cycles, formal procurement processes or multi-stage programs.
• The ability to understand technical and operational issues and translate them into clear customer and commercial actions.
• Experience owning account budgets, forecasts or revenue targets.
• Strong judgement, communication and attention to detail.
• The confidence to work independently while coordinating closely with engineering, Operations and leadership teams.
• A willingness to travel up to 50% of the time.
• A relevant degree or equivalent practical experience.

Experience in maritime, naval systems, autonomy, robotics, defense technology or complex systems integration would be highly regarded.

This role requires United States citizenship and eligibility to obtain a United States security clearance. An existing clearance is beneficial but not essential.

What we offer

• Competitive base salary, plus commission under the Greenroom commission policy and eligibility for the company bonus
• Equity eligibility after probation under the company employee share option plan
• Health insurance and 401(k)
• 20 days paid leave plus 10 public holidays

Why Greenroom?

Greenroom is moving from individual defense projects into larger programs and long-term partnerships, and our United States team is growing fast.

You will join at a formative point, with the opportunity to own strategically important customer relationships and directly influence how Greenroom supports United States defense at scale. You will work closely with senior leadership, product specialists and engineers, helping customers turn emerging maritime technology into real operational capability.