Strategic Defense Accounts Lead — Remote

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 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