Orca AI

Customer Success Manager

• Own the end-to-end customer lifecycle for a portfolio of enterprise accounts, including onboarding, adoption, value realization, renewal, and expansion
• Build and maintain strong, executive-level relationships with key stakeholders, acting as a strategic partner and trusted advisor
• Develop and execute account strategies that align customer goals with business outcomes and measurable ROI
• Lead onboarding and implementation processes in collaboration with cross-functional teams, ensuring smooth and timely deployments
• Drive product adoption and usage through data-driven insights, success plans, and proactive engagement
• Conduct regular business reviews (QBRs/EBRs) with senior stakeholders, presenting value, insights, and growth opportunities
• Identify and mitigate risks to customer satisfaction and retention, proactively addressing challenges before escalation
• Partner closely with Sales, Product, and Engineering to advocate for customer needs and influence product direction
• Identify and drive upsell and cross-sell opportunities, contributing directly to revenue growth
• Serve as the voice of the customer internally, providing actionable feedback to improve product and customer experience
• Contribute to team best practices and support the development of customer success processes

Enterprise Customer Success Manager

Compliance

• Personally author and manage the technical dossiers for Product Design Assessments (PDA) and Type Approvals across DNV, ABS, LR, BV, and ClassNK.
• Facilitate and document FMEA, HAZID, and HAZOP workshops, turning raw engineering data into structured, defensible safety arguments.
• Work deep within the product cycle to map SOLAS, COLREG, and IACS UR E27 requirements into specific design specs and JIRA tickets.
• Hands-on collection and analysis of sea-trial data to build "equivalent safety" cases for AI-driven systems.
• Maintain the "Live" certification state of our fleet, ensuring every software release stays within the "Certified" envelope.

Head of Maritime Certification – Regulatory Strategy

Solutions Engineer

• Lead technical strategy for complex enterprise opportunities
• Run advanced discovery sessions with technical and operational stakeholders
• Design solution architectures tailored to customer environments
• Present and defend solutions to C-Level, VPs, and technical committees
• Navigate multi-stakeholder validation cycles (Operations, Finance, IT, Fleet, etc.)
• Own the Technical Win: Proactively define and drive Proof of Value (POV) success criteria
• Identify and mobilize technical champions
• Anticipate and address objections before they surface
• Treat technical validation as a competitive battlefield
• Ensure seamless handover to Implementation and Customer Success
• Translate customer needs into product requirements
• Act as a trusted advisor between customers and Product
• Contribute field insights to influence roadmap decisions
• Build technical assets, demos, and competitive materials when needed
• Actively contribute to qualification (pain, impact, technical fit, buying process)
• Support structured methodologies such as MEDDPICC
• Maintain strong POV documentation and validation plans

Enterprise Customer Success Manager

Head of Maritime Certification – Regulatory Strategy

Solution Engineer