Account Manager, Navy at Saildrone Inc

Job description

THE COMPANY Saildrone is a maritime defense company and the global leader in autonomous unmanned surface vehicles (USVs). With more ocean miles and real-world operational experience than any USV manufacturer or operator, Saildrone maintains active, combat-deployed systems supporting national security and force projection around the world, 24/7/365. Saildrone’s manufacturing and R&D headquarters are located in Alameda, CA, with business development and sales operations in Washington, DC, and deployment hubs in Europe and the Middle East. By combining proven autonomous operations, edge computing, advanced sensing, renewable power, and the most advanced and robust unmanned surface technology on the planet, Saildrone is shaping how the Navy of the future operates. Join a fast-moving, mission-driven team at the forefront of maritime security and autonomous innovation. THE POSITION Saildrone is seeking an Account Manager, US Navy to own and grow relationships with U.S. Navy fleet customers operating Saildrone unmanned surface vessels (USV). This is a customer-facing business development and account growth role focused on ensuring Saildrone platforms continue delivering mission value, securing continued fleet adoption, and identifying opportunities to expand the use of Saildrone capabilities across existing and prospective Navy customers. The Account Manager will serve as the primary relationship owner with assigned fleet customers, developing trusted relationships with operational leaders and end users and maintaining a clear understanding of their missions, priorities, challenges, and future requirements. A core measure of success will be turning successful operations into continued demand, follow-on procurements, expanded deployments, and new mission applications for Saildrone USVs. This role is ideal for someone who wants to operate at the intersection of sales, business development, fleet operations, and product development, and who is energized by driving customer satisfaction. THE TEAM Saildrone's Department of War (DoW) team builds and grows the relationships that put our autonomous maritime systems into the hands of the US Navy and allied fleets. We work directly alongside fleet operators, operational commanders, program offices, acquisition organizations, and Saildrone’s internal technical teams to identify mission needs, demonstrate operational value, expand adoption, and convert successful deployments into enduring programs and follow-on business. THE RESPONSIBILITIES Serve as a primary customer-facing representative and maintain trusted relationships with fleet leadership, operational staffs, and end users. Drive continued adoption and account growth by identifying opportunities for follow-on procurements, additional vehicles, longer-duration deployments, expanded geographic coverage, and new mission applications for Saildrone USVs. Develop and maintain account plans identifying key customers, mission priorities, funding opportunities, and pathways for business growth. Track account health, customer priorities, fleet feedback, growth opportunities, and potential risks, providing regular updates to Saildrone leadership and Business Development teams. Translate customer feedback and emerging requirements into clear, actionable input for Saildrone’s Program, Product, Engineering, and Business Development teams, ensuring the voice of the customer informs both near-term execution and future capability development. Support and lead fleet-facing engagements, demonstrations, exercises, meetings, and operational reviews, representing Saildrone as a knowledgeable, responsive, and mission-focused partner. THE QUALIFICATIONS 10+ years of experience working directly with US Navy fleet units, in an operational, business development, program support, or account management capacity. Deep familiarity with Navy fleet operations, operational chains of command, task organization, and the operational tempo of deployed units. Demonstrated ability to develop customer relationships that lead to increased adoption, follow-on business, or expanded programs, particularly within the Department of War. Strong business development instincts, including the ability to identify customer needs, recognize growth opportunities, develop account strategies, and move opportunities from operational interest toward funded contracts. Ability to understand technical and operational feedback and translate it effectively between fleet operators, business teams, program managers, and engineers. Familiarity with unmanned or autonomous maritime systems is preferred; otherwise, demonstrated ability to quickly develop a strong technical understanding of complex defense technologies. Comfortable working independently in a fast-paced, evolving startup environment with regular travel to fleet locations. Active US Government security clearance (Secret or higher) desired, or the ability to obtain one. PHYSICAL REQUIREMENTS Work is primarily performed on a computer and requires the ability to operate a keyboard and other peripheral devices. Ability to travel up to 25% of the time to client sites, deployment hubs, and industry events. The base salary range for this position is shown below. Actual compensation may vary based on skills, experience, and qualifications. This range reflects the base salary for candidates in states requiring pay transparency disclosure. Salary Range $150,000 — $180,000 USD To view Saildrone's candidate privacy policy, please visit: saildrone.com . BENEFITS At Saildrone, we’re building operational capability that matters—and that requires people who can do their best work over the long term. We invest in our team’s well-being, financial security, and professional growth so you can focus on delivering real-world impact with confidence and stability. Our comprehensive benefits package is designed to support you and your family while you contribute to a mission with lasting significance. Generous Time Off: Competitive Paid Time Off (PTO) accrual plus a robust annual holiday schedule and paid sick leave ensure you can rest, reset, and sustain performance over time. Comprehensive Health Coverage: Premium, multi-tier Medical, Dental, and Vision plans with significant company contributions for employees and dependents—providing security and peace of mind. Shared Ownership in the Mission: Equity grants are a core part of our compensation, allowing you to participate in the long-term value you help create through meaningful, operational work. Retirement Savings: Access to a 401(k) retirement plan with flexible pre-tax and Roth payroll contribution options supports long-term financial planning. Investment in Your Growth: We support your continuous learning through an annual professional development reimbursement program, empowering you to sharpen your skills and stay ahead of the curve in a rapidly evolving field. Relocation Support: For eligible roles, we offer relocation assistance to help bring the world’s best talent to our mission-critical locations. Saildrone is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

Requirements

Must-haves

This role is ideal for someone who wants to operate at the intersection of sales, business development, fleet operations, and product development, and who is energized by driving customer satisfaction.
Serve as a primary customer-facing representative and maintain trusted relationships with fleet leadership, operational staffs, and end users.
Develop and maintain account plans identifying key customers, mission priorities, funding opportunities, and pathways for business growth.
Track account health, customer priorities, fleet feedback, growth opportunities, and potential risks, providing regular updates to Saildrone leadership and Business Development teams.
Support and lead fleet-facing engagements, demonstrations, exercises, meetings, and operational reviews, representing Saildrone as a knowledgeable, responsive, and mission-focused partner.
10+ years of experience working directly with US Navy fleet units, in an operational, business development, program support, or account management capacity.
Deep familiarity with Navy fleet operations, operational chains of command, task organization, and the operational tempo of deployed units.
Demonstrated ability to develop customer relationships that lead to increased adoption, follow-on business, or expanded programs, particularly within the Department of War.
Ability to understand technical and operational feedback and translate it effectively between fleet operators, business teams, program managers, and engineers.
Comfortable working independently in a fast-paced, evolving startup environment with regular travel to fleet locations.
Active US Government security clearance (Secret or higher) desired, or the ability to obtain one.
Work is primarily performed on a computer and requires the ability to operate a keyboard and other peripheral devices.
Ability to travel up to 25% of the time to client sites, deployment hubs, and industry events.

Nice-to-haves

Familiarity with unmanned or autonomous maritime systems is preferred; otherwise, demonstrated ability to quickly develop a strong technical understanding of complex defense technologies.

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Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Paid Time Off

Professional Development