Mission Success Manager, Commercial

Responsibilities

• 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

Qualifications

• 5+ years of experience in client success, consulting, program management, or strategic operations
• Strong references from current/prior roles
• Direct experience working with or within the Defense Industrial Base, prime contractors, or defense-adjacent commercial firms
• Deep familiarity with how defense contractors approach BD pipelines, capture strategy, and competitive intelligence, so you can immediately add value in customer workflows
• Proven success managing multiple accounts and stakeholder personas while delivering measurable operational outcomes
• High customer empathy with the ability to build trust across BD leads, capture managers, analysts, and executive leadership
• Strong communication skills. You can engage a capture VP, a BD analyst, and a C-suite exec in the same week
• Comfortable operating with high autonomy and accountability in a fast-moving, early-stage environment