Partner Engagement Manager, HQDA

Onebrief; Washington (District of Columbia); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Onebrief in Washington, DC seeks a seasoned field leader to own customer relationships from senior planners to generals, expanding product usage across HQDA. You will engage with multi-star headquarters and drive renewals and expansion while maintaining high product proficiency.

The role requires TS/SCI clearance eligibility, deep military planning experience, and the ability to navigate complex government organizations.

Qualifications

• Proven experience leading operational planning within a military context.
• Advanced military education: Command and Staff, Advanced Military Studies.
• Familiarity with major military planning exercises and software deployment on classified networks.
• Proven ability to expand business presence within a region with software/tech solutions.
• Experience in customer support, both face-to-face and remote with coordination with product teams.
• Strong technical skills to master our application and liaise with customers on technical matters.
• Proven ability to navigate large government organizations and deliver outcomes.
• Onebrief values: user value creation, ambition, collaboration, integrity, and autonomy.

Responsibilities

• Own the entire customer relationship from users up to Generals across HQDA.
• Rapidly expand product usage until HQDA workflows are fully in Onebrief.
• Drive renewals and expansions, ensuring customers keep buying annually.
• Clearly communicate user needs to the product team.
• Maintain high product proficiency and excite customers about improvements.
• Instill the Onebrief brand image and enable expansion to Allies and Partners.
• Lead or support exercises and provide customer support, in person or remotely.
• Develop understanding of customer social dynamics to support renewals and future sales.
• Coordinate with customers and product engineering during incidents.

Skills

Operational planning

Clearance TS/SCI

Military education

Customer support

Technical aptitude

Government navigation

Communication

Education

Command and Staff College

Advanced Military Studies

Job description

Consequential Work. Dedicated People. About Onebrief Onebrief builds collaboration and AI-powered workflow software for military planning and operational coordination. Today, many critical planning workflows still rely on fragmented systems, static documents, and disconnected tools that make collaboration and decision-making unnecessarily difficult. Onebrief brings modern software, AI, and real-time collaboration into those environments, helping teams operate with greater clarity, coordination, and adaptability in situations where decisions carry real-world consequences. We are a distributed team of builders from military, operational, and technology backgrounds who care deeply about improving how important work gets done. Some team members work remotely, while others work directly alongside customers in operational environments around the world. Founded in 2019, Onebrief is backed by leading investors including General Catalyst, Battery Ventures, Insight Partners, Sapphire Ventures, and Human Capital. Valued at more than $2 billion, we continue to invest in product innovation, AI capabilities, and team growth. Required: Top Secret clearance with eligibility for SCIIn person in the National Capital Region.

About you

You love our users, and you want to work with them. This is the single most important requirement. Implementing new software requires the enthusiastic support of our user base — skillful planners, primarily in the grade of O-4 and O-5. You understand them, and they confide in you. Users want you around, and they ask you to have a beer. You deeply understand large military headquarters and want to apply that within HQDA. Skillful planners, mainly SAMS, JAWS or SAW graduates in the rank of O-4 to O-6, respect you and care what you have to say. So do Generals and Admirals. You wake up excited each day to navigate the military and political bureaucracy and win over future customers. You pay attention to detail. People rely on you. On your previous teams, you had a reputation as a workhorse. Example: we’re about to run a planning exercise, which will be the clients first exposure to our product. No one is worried, because they know you’ve taken care of it. You can get things from large government organizations Example: our engineer needs admin access to a system on JWICS, in order to diagnose technical issues. It’s an unusual request, and no one at the customer knows what to do. Everyone tells you it’s not possible, but you love a bureaucratic challenge. You solve the problem with a few phone calls You’re technically adept. You don’t need to code, but you do need to be savvy. Can you become a power user of our product and talk engineering with the customer? You work well with customers. You demonstrate strong interpersonal skills by cultivating trust, aligning diverse perspectives, and communicating with clarity and influence. You’re intense about our mission. It’s a core part of who you are. You’re proactive and adaptable. Comfortable working autonomously or with cross-functional teams, especially in fast-paced or ambiguous settings. You communicate clearly, concisely, and candidly. Our Company relies on you to assess the situation within your account and effectively communicate your assessment and recommendations to inform strategic decisions. You hold a current Top Secret clearance with eligibility for SCI and have the ability to access DOD facilities and installations.

Qualifications

• Proven experience in leading operational planning within a military context, preferable at multi-star headquarters.
• Advanced military education: Command and Staff, Advanced Military Studies.
• Familiarity and experience with major military planning exercises and the protocols for software deployment on classified networks.
• Proven ability to expand business presence within a region, with emphasis on software or technology solutions.
• Experience in customer support, both face-to-face and remote, and capability to respond to incidents coordinating with customers and product engineering teams.
• Strong technical skills to master our application, troubleshoot issues and liaise with customers on technical matters.
• Proven ability to navigate large government organizations, solve bureaucratic challenges, and deliver successful outcomes.
• Most importantly, you are a true Onebriefer:
  • You are obsessed with creating value for real users
  • You are ambitious, scrappy, and a creative problem-solver
  • You learn quickly, work iteratively, and naturally seek collaboration
  • You approach your work with integrity, intellectual honesty, and a low ego
  • You communicate frankly, clearly, and succinctly
  • You thrive as a self-starter, embracing autonomy and ambiguity

About the job

Your mission at each major headquarters under your responsibility, Own the entire customer relationship, from users up to Generals throughout HQDA. Rapidly expand product usage until ~100% of HQDA workflows are in Onebrief. You’ll need a combination of ordinary training and subtler strategies to get our product used as much as possible. Win the renewal and expansion, so that your customer(s) keep buying Onebrief each year. Deals should expand over time. Clearly communicate user needs to the product team. Maintain a high product proficiency, and excite the customer about each product improvement. Instill the Onebrief brand image. Enable our expansion to Allies and Partners. Your responsibilities aren’t limited to this list! We’re on this great adventure together, and we’ll each do what it takes for the team to succeed.

You will also:

• Lead or support exercises.
• Use your observations of our users to recommend product improvements.
• Provide face-to-face and remote customer support.
• Develop an understanding of customer social dynamics in order to support renewals and future sales.
• When responding to incidents (product is unavailable, broken, or not delighting the customer), coordinate with the customer and our product engineering team.
• To succeed, you’ll need a mastery of operational planning at multi-star headquarters. When you speak, do lead planners listen? Do Generals and Admirals?
• You’ll also need technical skill. You don’t need to code, but you do need to be savvy. Can you become a power user of our product and talk engineering with the customer?