Account Manager – Defence

Greenroom Robotics | Full-Time | Australia

• Preferred location: Perth/Sydney
• Also considered: Canberra
• Reports to: General Manager – Growth
• Travel: Regular travel within Australia, with occasional international travel

Greenroom Robotics is an Australian maritime technology company developing software for autonomous, remote and digitally enabled vessel operations.

Our technology is being used across defence and commercial maritime programs, helping operators navigate safely, understand complex environments, rehearse missions and operate with greater autonomy.

As our Australian Defence portfolio grows, we are looking for an experienced Account Manager to own and deepen our relationships with Defence agencies, primes, integrators and program partners.

This is not a role for someone who wants to appear at contract signature and return at renewal time.

You will sit close to the customer, understand the operational and program context behind each engagement and build the trust required to turn successful projects into enduring partnerships.

The role owns the relationship, retention and growth performance of assigned Defence accounts, including relationships with primes, integrators and Defence agencies.

• Own the strategic relationship with a portfolio of Australian Defence customers and partners.
• Build trusted relationships across Defence, primes, integrators, operators and program teams.
• Understand each account’s operational priorities, acquisition environment, stakeholder landscape and long-term objectives.
• Act as the principal commercial point of contact from post-sale handover through delivery, renewal and expansion.
• Create and maintain account plans covering stakeholders, program milestones, relationship health, risks and future opportunities.
• Work closely with Greenroom’s Operations and technical teams to remain across delivery status and customer expectations, without taking ownership of technical project execution.
• Track contractual commitments, program dependencies and customer actions.
• Identify opportunities to expand Greenroom’s involvement across additional vessels, capabilities, programs and business units.
• Prepare and lead customer business reviews, internal account reviews and executive briefings.
• Represent Greenroom at customer sites, trials, demonstrations and Defence industry events.
• Capture customer insight and ensure it informs product development, strategy and investment decisions.
• Help build the systems, standards and cadence needed to manage a growing national Defence portfolio.

The position combines relationship ownership with active responsibility for renewals, expansions and account growth.

You are comfortable building relationships in complex, high-trust environments where decisions involve multiple stakeholders and long time horizons.

You are commercially minded, but not transactional. You understand that Defence relationships are built through credibility, consistency, discretion and delivering on commitments.

You will ideally bring:

• Experience managing Defence, government or complex enterprise accounts.
• Strong stakeholder management skills across customer, partner, operational and executive groups.
• Experience working with long sales cycles, formal procurement processes or multi-stage programs.
• The ability to understand technical and operational issues and translate them into clear customer and commercial actions.
• Strong judgement, communication and attention to detail.
• Experience identifying and progressing renewals, program extensions or account expansion opportunities.
• The confidence to work independently while coordinating closely with engineering, Operations and leadership teams.
• A willingness to travel regularly for customer meetings, site visits, demonstrations and industry events.
• A relevant degree or equivalent practical experience.
• Experience in maritime, naval systems, autonomy, robotics, Defence technology or complex systems integration would be highly regarded.

An existing Australian Government security clearance is beneficial but not essential. The role requires Australian citizenship and eligibility to obtain a clearance due to customer and site-access requirements.

Greenroom is moving from individual Defence projects into larger programs and long-term partnerships.

You will join at a formative point, with the opportunity to own strategically important customer relationships and directly influence how an Australian technology company supports Defence at scale.

You will work closely with senior leadership, product specialists and engineers, while helping customers translate emerging maritime technology into real operational capability.

Send your CV and Cover Letter to *******@greenroomrobotics.com