Customer Strategist (Cleared)

INTRODUCTION We value candidates who have significant experience with managing complexity, working independently, and are motivated by hard problems. WHAT WE OFFER - The ability to have real impact on mission-critical workflows - The chance to use state-of-the-art tech to solve novel problems with mission partners - The opportunity to define your role through time as we grow - Competitive salary and equity upside with annual merit refreshes based on impact Position Overview This multi-faceted role involves a combination of strategy, sales, and relationship management, requiring a highly organized and self-motivated individual. You'll be on the forefront of building and deploying our software to mission users, working closely with engineers to develop new features and capabilities, and scaling the team over time. You need to have sharp user and product acumen, experience with intense customers (mission environments or critical industry companies), be adept at learning about new problems and technologies, and have a nose for valuable use cases. You should be a strategic thinker who can identify new opportunities, build strong client and partner relationships, and collaborate with cross-functional teams to achieve business objectives. You will play a large role in defining the product direction and tone of our platform — as such, you should want to measure your work based on impact, not pats on the back, and you need to have a maniacal focus on delivering value to users. You will be responsible for determining how we work with customers and, in turn, help steer the strategy of our company. Finally, you need to be comfortable working on a tight-knit team, including a history of highly productive relationships with engineers and a willingness and ability to take ownership of hard problems. As we scale, you should also be comfortable defining processes to work smarter, not harder, and to support additional team members. Location This role is based in the Washington, DC area. Key Responsibilities - Go onsite and work closely with customers to execute on various products, including scoping, product feedback sessions, trainings, data analysis, key presentations, and user support - Build and deliver demos to new customers - Drive increased revenue with customers through shaping new opportunities for expansion via feature sets, use cases, or value creation - Develop and grow relationships with executive-level stakeholders at our customer organizations and conferences - Embody the voice of the user to drive our product roadmap and ensure engineers have access to key customer insights - Identify opportunities to scale customer and contract operations as we grow, including project management, planning, and forecasting - As a core member of our team, contribute to company strategy, nurture and shape our budding culture, and take on diverse responsibilities as we evolve Qualifications - Active DoD Secret clearance or higher required at time of hire; this requirement is mandated by the classified nature of work performed under US government contracts and is non-negotiable - US citizenship required by applicable federal law and government contract obligations (ITAR/EAR); we are unable to consider green card holders or sponsor visas for this role - 2–5 years of experience embedding in technical customer workflows, understanding customer data, and driving new product features - A bias for action and distinct aptitude for problem solving in ambiguous environments - Technical fluency, competency, and curiosity - Ability to travel up to 50% domestically and OCONUS - Strong written and verbal communication skills Desired Qualifications - Active TS or TS/SCI clearance - Experience working in defense, intelligence, or national security environments - Experience at an early-stage startup or in fast-moving, ambiguous environments - Existing relationships with DoD or civil agency stakeholders The base salary range for this role is $160,000–$200,000, with