Mission Success - Commercial

Mission Success - Commercial

The defense market is surging, but the data that drives it hasn’t kept up. Companies, government, and investors are forced to perform heavily manual processes and piece together hundreds of disparate sources to make decisions. Obviant is building a data source of truth and AI tools for defense acquisition to solve this. We fuse information from thousands of sources – structured + unstructured – to provide a cohesive picture of budget, programs, the organizations running them, and much more. Whether it’s a company navigating GTM or a program manager developing capabilities, we’re providing all sides with the intelligence they need to execute effectively.

We’re growing fast and backed by top funds and DoW/national security veterans.

We believe that delivering real impact is what matters most. If you feel the same way, we’d love for you to join us.

The Role

As the Commercial Mission Success Lead, you will drive the success of Obviant’s commercial customers as they onboard, adopt, and scale our platform. Your goal: make Obviant a critical system for how they conduct research and build their DoW strategy, identify opportunities, and execute on those.

This is a hands-on role blending customer success, product development, and account management. You will bridge customer and product— translating day-to-day user needs into product direction while ensuring customers get the outcomes and solutions that matter most.

Responsibilities

• Own a portfolio of commercial accounts (startups, growth-stage, primes) selling into DoW and national security, serving as their primary Obviant point of contact.

• Run end-to-end onboarding: map existing BD/capture workflows, configure Obviant to match how they pursue and manage DoD opportunities, and train teams to use it day-to-day.

• Design and refine concrete workflows in Obviant (e.g., market mapping, opportunity qualification, capture planning, funding alignment) that tie directly to pipeline, win rate, and revenue.

• Monitor usage and performance, turn data into insights, and drive specific behavior changes that improve customer outcomes (better coverage of funded demand, faster pursuits, higher win rates).

• Proactively identify expansion opportunities (new teams, new use cases, deeper workflows) and partner with sales leadership to secure renewals and growth.

• Capture structured feedback from BD, capture, strategy, and exec users, and translate it into clear product requirements and prioritization signals.

• Partner with product and engineering to test new features with commercial customers, validate fit, and drive adoption across accounts.

• Build and iterate playbooks, best-practice configurations, and customer-facing narratives (QBRs, impact reviews) that show how Obviant is changing how they win DoW business.

Qualifications

• 5+ years of experience in customer success, consulting, program management, or strategic operations — ideally with exposure to defense or national security.

• Proven success managing multiple accounts and personas while delivering operational outcomes.

• High customer empathy — able to understand workflows, build trust, and navigate complex stakeholder environments.

• Strong communication skills — capable of engaging executives, operators, analysts, and technical teams.

• Ability to operate in fast-moving, ambiguous environments with a high level of ownership.

• Background in defense, government-facing work, or national security markets strongly preferred.

Our Working Style – Why We Might Work Well Together

• You are mission-oriented - Our work is important, and is critical to improving a system that impacts us all.

• Perseverance and endurance - Hard problems are worth solving, and solving them can take a long time. There is no such thing as exhausting all options, it’s just time to look for new ones.

• Empowerment > micro-management – We’re building a culture of high-performers. Our job is to equip them with what they need and eliminate roadblocks for them to succeed. We trust their judgment, skills, and experience from there.

• We’re collaborative and communicate well - Constructive dialogue that takes all viewpoints into account is the only way we get to the right decision. Respect, trust, and complete transparency with each other is critical - keep it all in the open.

• You’re really good at what you do… but it speaks for itself – High output, no ego. Being humble is extremely important to us.

• You don’t mind change and are comfortable with uncertainty - We’re deliberate about setting goals, but we’re comfortable changing course and dealing with discomfort to get there. We’re still figuring things out, and that demands being flexible and iterative.

• Work doesn’t feel like “work” to you – We’re passionate about what we’re going after, and we devote more time to it than a typical 9-5. That often means putting in extra time at night and occasionally on weekends. However, maintaining your own personal balance comes above all else, and you should establish that however you need to - flexible schedule, taking advantage of time off, or anything else you need.

• You like to move fast and have a bias towards action - Our roadmap is directional at this stage - speed and a feeling of urgency is key to prove it out. We expect each other to proactively determine what needs to get done and go for it.

• Integrity is never negotiable – Transparency, honesty, and respect come above all else.

Benefits & Structure

• We’re a tight-knit team headquartered in Arlington, VA. We work in the office together most days, and believe being in the same place is a competitive advantage.

• Flexible schedule - We all have other things going on in our lives. Doctor visits, kids’ activities, dog walks - take care of it whenever you have to. And work from home when you need to.

• Competitive compensation + Sizeable equity - We’re building something with massive upside potential, and you’ll have ownership in that. This is ours.

• Flexible vacation time - Use what you want, as long as you’re taking care of what needs to get done.

• Full health, dental, and vision insurance.

• And more…