Senior Defense Customer Success Lead – Marine Sensing & Ocean Intelligence Solutions at brighthush

About brighthush

brighthush is a trailblazing ocean technology company that designs, builds, and deploys cutting‑edge marine sensors. By fusing oceanographic and underwater acoustic sensing with advanced data analytics and software, we empower commercial operators to boost efficiency, cut emissions, and navigate the seas with confidence. For more than a decade, we have partnered with the U.S. Navy and other federal agencies, translating research into real‑world solutions that enhance maritime situational awareness, support warfighting operations, and protect critical infrastructure.

Our mission is simple: harness the power of the ocean to create safer, smarter, and more sustainable maritime environments. Whether you’re a naval commander, a logistics specialist, or a commercial fleet manager, brighthush delivers the intelligence you need to make faster, safer decisions in the most challenging underwater theaters.

Why This Role Matters

As the first Defense Customer Success Lead at brighthush, you will be the linchpin between our technology and the people who rely on it in the field. You will embed with defense users, train them, enable them, and troubleshoot challenges so they can extract maximum value from our marine sensing hardware and data. Your work will directly influence how quickly and safely our customers can respond to emerging threats, navigate complex environments, and achieve mission success.

In this role, you will build the entire customer success function from the ground up—designing onboarding processes, creating success playbooks, and developing customer‑facing tactics, techniques, and procedures (TTPs). You will also collaborate closely with product, engineering, sales, and marketing to ensure that our solutions evolve in lockstep with customer needs and market demands.

Key Responsibilities

• Develop and Execute a Scalable Customer Success Plan: Design onboarding workflows, training modules, and continuous engagement strategies that help new users become proficient quickly while ensuring existing users stay fully leveraged.
• Embed with Defense Users: Work on the ground with naval and defense personnel to provide hands‑on training, real‑time support, and problem‑solving assistance. Translate field feedback into actionable product improvements.
• Build Success Playbooks and TTPs: Create detailed, repeatable playbooks that outline best practices for deploying our sensors in various operational contexts. Adapt and refine these playbooks based on lessons learned during exercises and real deployments.
• Lead End‑to‑End Customer Relationships: Serve as the primary point of contact for defense accounts, maintaining strong, trust‑based relationships with program managers, end users, and stakeholders.
• Participate in Military Exercises: Conceptualize and execute the concept of operations (CONOP), interface with government and vendor partners, deploy products, capture lessons learned, and iterate on playbooks and product features.
• Cross‑Functional Collaboration: Work closely with the Defense go‑to‑market team, product management, engineering, marketing, and technical support to align solutions with market demand and customer requirements.
• Market Intelligence & Competitive Analysis: Provide insights on competitor offerings, emerging technologies, and evolving customer needs to inform product roadmaps and proposal development.
• Drive Account Expansion: Identify upsell and cross‑sell opportunities within existing defense accounts, working with sales to close new business and deepen customer relationships.

Essential Qualifications

• 5+ Years of DoD Experience: Proven track record working with the U.S. Department of Defense, including hands‑on deployment of innovative technologies in warfighting scenarios.
• Active Secret Clearance: Required. TS/SCI clearance is preferred.
• Customer‑Centric Mindset: While formal customer success experience is not mandatory, you must demonstrate the ability to plan, execute, and iterate on a customer success strategy.
• Deep Understanding of Theater Constraints: Familiarity with safety, compliance, and operational constraints that affect technology deployment in real‑world environments.
• Government Navigation Skills: Ability to navigate bureaucracy, connect users with program managers, and translate technical solutions into policy‑compliant actions.
• Communication & Interpersonal Skills: Excellent written and verbal communication, with the ability to explain complex concepts to diverse audiences.
• Self‑Starter & Collaborative: Comfortable working independently in a fast‑paced environment while collaborating across multiple teams.
• Curiosity & Passion for Marine Tech: A genuine interest in ocean technologies and a drive to identify gaps where our solutions can add value.
• Travel Flexibility: Willingness to travel as needed to meet customers, attend events, and participate in exercises.

Preferred Qualifications

• Active TS/SCI clearance.
• 2+ years of experience in a customer success role, preferably in maritime or environmental technology.
• Location in San Francisco, CA; Norfolk, VA; San Diego, CA; or Honolulu, HI.
• U.S. citizenship and ability to obtain or maintain required clearances.

Skills & Competencies

• Strategic Thinking & Execution
• Project Management & Process Design
• Technical Proficiency in Marine Sensing & Data Analytics
• Stakeholder Management & Relationship Building
• Problem‑Solving & Critical Thinking
• Adaptability & Resilience in Dynamic Environments
• Data‑Driven Decision Making
• Cross‑Functional Collaboration

Career Growth & Learning Opportunities

At brighthush, we believe that your growth is our success. As the inaugural Defense Customer Success Lead, you will:

• Shape the future of our customer success organization and set industry standards.
• Gain exposure to senior leadership, including the Global Head of Government and Defense.
• Lead high‑impact projects that directly influence product development and market strategy.
• Participate in continuous learning programs, including technical certifications, leadership workshops, and industry conferences.
• Earn equity and performance bonuses that reward your contributions to the company’s success.

Work Environment & Culture at brighthush

Our culture is built on collaboration, innovation, and a shared commitment to maritime safety and sustainability. We value:

• Transparency: Open communication across all levels.
• Inclusivity: A diverse workforce where every voice is heard.
• Agility: Rapid iteration and responsiveness to customer needs.
• Work‑Life Balance: Flexible PTO, remote work options, and a supportive environment for personal and professional growth.
• Community: Regular team events, annual company week, and a strong sense of camaraderie.

Compensation & Benefits

While specific figures vary based on experience and location, brighthush offers a competitive base salary, equity participation, and a comprehensive benefits package:

• Medical, dental, and vision coverage.
• Continued learning stipend for professional development.
• One‑time home office stipend for remote team members.
• Relocation bonus for Bay Area hires.
• Flexible PTO plus 10 company‑wide office closure days.
• 12 weeks of parental leave, with an additional 4 weeks for birthing parents.
• Military leave and job protection for reservists and National Guard members under USERRA.
• Annual company onsite week and team events throughout the year.

How to Apply

If you’re ready to lead the next generation of defense customer success at a company that’s redefining maritime intelligence, we want to hear from you. Submit your application through our careers portal or email your resume and cover letter to [email protected]. We look forward to exploring how your expertise can help us empower defense users worldwide.

Join brighthush – Where Ocean Intelligence Meets Mission‑Critical Success

At brighthush, you’ll be part of a mission‑driven team that’s shaping the future of maritime operations. Your work will directly influence how our customers navigate the seas, protect national security, and drive sustainable practices. If you’re passionate about marine technology, thrive in a fast‑paced environment, and want to make a tangible impact, this is the role for you.

Apply today and help us turn ocean data into decisive action.