Mission Director - Autonomous and Unmanned Systems
Mission Director - Autonomous and Unmanned Systems
Position Summary
As the Mission Director for the Autonomous and Unmanned Systems Domain within the Federal Business Unit at Defense Unicorns , you will focus on ensuring customer retention, satisfaction, long-term success, and account expansion. This role emphasizes relationship management, hero happiness, and accelerating time to value for mission partners. By proactively addressing customer needs; driving both product development and adoption; and serving as a trusted advisor to both seniors DoW leaders and our nation’s most experienced warfighters; you will maintain high retention rates, build advocacy among our heroes, and iteratively grow the Autonomous and Unmanned Systems domain over time..
Key Responsibilities
- Customer Retention & Satisfaction
- Build and maintain relationships with mission heroes to ensure satisfaction and alignment with their mission outcomes.
- Maintain a minimum 90% revenue retention rate by addressing customer needs, resolving issues promptly, and maintaining high engagement.
- Time-to-Value & Adoption
- Guide prototype development and adoption towards the customers’ operational capability goals.
- Ensure positive onboarding experience and expedited time-to-value for new customers.
- Promote adoption of Defense Unicorns ’ products and solutions to meet and exceed mission objectives.
- Facilitate a retrospective when TTV is achieved to capture lessons learned and ensure we are improving the process for future customers.
- Hero (Customer) Advocacy & Health
- Serve as a trusted advisor, advocating for solutions that meet both immediate and long-term goals.
- Maintain a high hero health score by regularly engaging with partners and reinforcing value.
- Provide regular updates to heroes regarding progress on feedback and new features/benefits they are receiving from our products.
Account Expansion
- Identify expansion opportunities within current hero accounts and maximize contract value. Modify existing contracts to capture new scope when necessary.
- Scope contracts to provide the most amount of flexibility possible and allow for expansion focusing on licenses whenever possible.
- Identify opportunities for cross selling to adjacent programs and partner with the (insert Domain) Account Executive.
- Collaborative Product Development
- Translate data and UxS capability gaps into achieve product development milestones, ensuring that Defense Unicorns ’ R&D engine is driving towards relevant mission capabilities.
- Relay customer feedback to the Product team to prioritize relevant features or fixes.
- Advocate for domain-specific enhancements to improve customer experience and retention.
- Metrics & Reporting
- Track and report KPIs, including retention rates, hero health scores, time-to-value, and adoption success.
- Achieve an 80% retention target for domain revenue and maintain a low churn rate.
Expectations
- Conduct quarterly business reviews (QBRs) to highlight progress and align on future goals.
- Champion customer needs across internal teams to ensure mission success and continued satisfaction.
- Facilitate and socialize results of a retrospective post time to value achievement.
- Balance TTV and gross profit margins during the initial period of the contract, leaning towards TTV, to ensure “stickiness” and renewal of the contract. After the initial TTV, maintain >65% gross profit margins across the domain.
Travel Expectations
4-12 times per year
Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States.
Remote - USA
$175,000—$215,000 USD
Who We Are
Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress