Account Manager, Defense

Reports to
:
Head of Business Development, United States

Location
:
Remote, United States

Travel
:
Up to 50%, including customer sites, trials, demonstrations and industry events

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.

• 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.

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…