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Salary: USD 100,000 - 150,000 / annual
Sofar Ocean is seeking a Defense Customer Success Lead to build and lead the company's customer success function for U.S. Department of Defense users. This is a foundational hire responsible for establishing processes, playbooks, and customer-facing training for Sofar's Spotter hardware and ocean intelligence platform.
Key responsibilities include developing and executing a scalable customer success strategy covering user onboarding, training, and ongoing enablement; working closely with the Defense GTM team to expand existing accounts; leading end-to-end customer relationships and implementing success frameworks; understanding customer needs deeply through field engagement and developing tactical and technical procedures (TTPs); and collaborating with Product, Engineering, and Marketing teams to align solutions with market demand.
You will also lead Sofar's participation in military exercises (e.g., Balikatan), including conceptualizing operations, interfacing with government and vendor partners, executing product deployments, and capturing learnings for product improvements.
The ideal candidate has 5+ years working with the U.S. DoD, deep understanding of deploying innovative technologies in theater environments, experience navigating government bureaucracy, and excellent communication and problem-solving skills. While customer success experience is a plus, demonstrated ability to plan and execute a customer success strategy is essential. You must be a U.S. Citizen with an active SECRET clearance (TS/SCI is a bonus). The role requires willingness to travel extensively to meet customers and participate in exercises. Bonus qualifications include 2+ years in a customer success role (preferably maritime/environmental tech) and location in San Francisco, Norfolk, San Diego, or Honolulu.
