Why This Role ExistsAs a Senior Manager at Onebrief, you will serve as the senior-most leader responsible for the success, strategic direction, and growth of a portfolio of Department of War customers. You will own the customer relationship at every level of the organization, from end users to Generals, Admirals, and senior civilian leadership, positioning Onebrief as a trusted strategic partner across the Department of War.
This role extends beyond traditional customer success. You will establish strategic priorities across your accounts, develop executive-level relationships, influence organizational adoption, and translate customer needs into measurable business outcomes. You will be responsible for driving retention, expansion, and long-term growth while ensuring Onebrief delivers meaningful operational impact to its customers.
You will also provide leadership and direction to a team, establishing account priorities, allocating resources, and ensuring consistent execution across your portfolio. Success requires a combination of strategic thinking, organizational influence, military operational knowledge, and the ability to navigate complex government environments to maximize the value and adoption of Onebrief.
What You'll DoCore responsibilities:
- Serve as the senior-most field representative for your portfolio, establishing strategic direction and building alignment across internal teams and government stakeholders to advance customer objectives and company priorities.
- Provide strategic direction, mentorship, and oversight to a team of Partner Engagement Managers, establishing priorities, managing performance, and ensuring alignment with broader account objectives.
- Translate customer requirements, operational challenges, and emerging needs into actionable feedback for Product and Engineering while maintaining deep technical expertise across the Onebrief platform.
- Identify and develop strategic growth opportunities across commands, services, and organizations, translating customer relationships and product impact into expanded business opportunities.
- Lead strategic engagement with Allies and Partners, extending Onebrief's value proposition and identifying opportunities for international expansion.
Minimum Qualifications- Extensive experience operating within large-scale military or government organizations, with demonstrated ability to engage effectively with senior military leaders, General/Flag Officers, and senior civilian executives.
- Experience leading or supporting large-scale staff planning, gained through Professional Military Education and/or military service, with a strong understanding of Department of War operational environments.
- Demonstrated experience leading customer-facing teams, managing complex accounts, or directing strategic initiatives across multiple stakeholders and organizations.
- Proven ability to develop and execute account growth strategies, including customer retention, contract renewals, expansion, and identifying new business opportunities. Experience working directly with contracting and budget officials on projects ranging from small UFR (or similar procurement path) based purchases to large-scale programmatic acquisitions.
- Experience navigating major military planning exercises and understanding the protocols and requirements for software deployment on classified networks.
- Demonstrated ability to influence organizational adoption of software or technology solutions within large, complex government environments.
- Strong technical aptitude and ability to develop deep expertise in the Onebrief platform, engage technical subject matter experts, and troubleshoot complex cross-platform issues.
- Experience coordinating complex customer requirements, incidents, and escalations across customer organizations and internal Product and Engineering teams.
- Exceptional communication, executive presence, and organizational leadership skills, with the ability to influence stakeholders at every level.
- You hold a current Top Secret clearance with eligibility for SCI and have the ability to access DoW facilities and installations.
Preferred Qualifications- You are a strategic leader. You can operate at both the executive and tactical levels, translating broad organizational objectives into actionable strategies while maintaining accountability for execution and results.
- You understand the defense ecosystem. You have a strong understanding of Department of War organizational structures, military planning processes, command relationships, and the complexities of operating across Services and Combatant Commands.
- You are commercially minded. You understand how customer relationships, product adoption, and operational impact translate into retention, expansion, and revenue growth.
- You are an effective people leader. You have experience developing talent, directing teams, allocating resources, and establishing accountability across complex portfolios.
Indicators of SuccessThis role will evolve as priorities change, but the outcomes below reflect what success typically looks like in the first six months.
A successful Senior Manager will:
- Establish a comprehensive understanding of assigned accounts, including organizational structures, key stakeholders, contracts, customer requirements, and strategic priorities.
- Develop and execute account strategies that support customer mission objectives and Onebrief's long-term business goals.
- Establish executive sponsorship and strengthen Onebrief's position as a strategic partner.
- Own retention and renewal strategies across the portfolio.
- Develop a risk analysis framework for your accounts to proactively identify and address complex customer retention challenges.
- Effectively allocate team resources based on account complexity, customer needs, and strategic importance.
