Obviant

Customer Success Manager

• Own a portfolio of commercial accounts spanning the Defense Industrial Base and other defense-adjacent commercial entities, serving as their primary Obviant point of contact
• Reduce “time-to-value”. Run end-to-end onboarding: map existing BD and capture workflows, configure Obviant to match how customers pursue and manage defense opportunities, and train teams to use it day-to-day
• Design and refine concrete workflows in Obviant (market mapping, opportunity qualification, capture planning, competitive intelligence, funding/product alignment) that tie directly to pipeline, win rate, and revenue
• Identify critical customer metrics, monitor usage and performance, turn data into insights, and drive specific behavior changes that improve customer outcomes across their defense business development efforts
• Proactively identify expansion opportunities across new teams, use cases, and workflows, and partner with our Commercial AE to secure renewals and growth
• Capture structured feedback from BD leads, capture managers, competitive intelligence teams, product development and executive stakeholders, and translate it into clear product requirements and prioritization signals
• Partner with Obviant and customer product and engineering to test new features with commercial customers, validate fit, and drive adoption across accounts
• Create and iterate on playbooks, best-practice configurations, and customer-facing materials including QBRs and impact reviews that demonstrate how Obviant is changing how DIB companies win and maintain defense business

Mission Success Manager, Commercial

Account Executive

• Own the full sales cycle for DIB accounts, from prospecting and discovery through contract close and renewal
• Build and manage a healthy pipeline aligned with Obviant's commercial growth targets
• Develop deep relationships with business development leaders, capture managers, competitive intelligence teams, and C-suite executives across the defense industrial base
• Translate Obviant's platform capabilities into clear ROI for defense contractors navigating program captures, competitive landscapes, and new market entry
• Partner with our Mission Success team to ensure smooth handoffs and strong retention in your book of business
• Bring field intelligence back to product and engineering. Your conversations shape our roadmap
• Build and iterate on messaging, outbound sequences, and sales plays specific to the DIB segment

Mission Success Manager, Commercial

Account Executive, Commercial