Growth Manager – Commercial, State, and Local Markets

About the role

The Growth Manager – Commercial, State, and Local Markets is responsible for building Vatn's business outside the federal defense customer base. This role focuses on identifying and closing new opportunities with commercial customers, port and harbor authorities, state and local government agencies, and maritime research institutions. Alongside this, it shapes the go-to-market strategy for Vatn's autonomous underwater vehicles, spanning ports and waterways security, environmental monitoring, search and rescue, offshore energy, and marine research applications. This role blends strategic market-building, such as identifying new verticals and use cases, with hands-on sales execution, including prospecting, demonstrations, proposals, and closing deals through commercial and state/local procurement processes. Full-time position, based in Bristol, RI with willingness to travel extensively, both domestically and internationally. Willing to work on commercial and government watercraft, including large and small boats. Must be able to wear PPE such as life preservers, helmets, protective clothing, eye protection, and hearing protection.

Responsibilities

• Organize and conduct a deliberate prospecting effort to identify potential commercial customers, port and harbor authorities, and state and local government agencies, expanding the company's market reach beyond federal defense.
• Generate, assess, and convert new leads across target verticals, including ports, offshore energy, environmental agencies, public safety and marine law enforcement, and research institutions.
• Qualify leads and convert them into long-term clients or partnerships.
• Build and maintain long-term relationships with key clients, prospects, and stakeholders across commercial and state/local markets.
• Prepare proposals, quotes, and rough orders of magnitude (ROM) tailored to commercial and public-sector procurement processes.
• Coordinate demonstrations and pilot deployments to support client understanding and requirements development.
• Navigate state and local procurement pathways, including cooperative purchasing agreements, state contract vehicles, and competitive RFPs.
• Support the contracting and program management teams during handoff to ensure smooth project execution kickoff.
• Support the CGO in contract negotiation and deal closing.
• Maintain customer engagement to support repeat and follow-on sales.
• Develop and execute go-to-market plans to promote Vatn's products to new and existing commercial