The Opportunity
The Director of Customer Engagement – COMPASS is directly responsible for driving revenue growth, maintaining account retention, and accelerating adoption of Vidterra's COMPASS platform across strategic U.S. Government customers, with a primary focus on U.S. Army customer communities. Operating as a frontline sales leader and primary account owner, this role owns the end-to-end commercial strategy for assigned accounts—focusing on expanding current deployments, identifying new operational use cases, and embedding COMPASS across new and existing customer organizations. This role combines hands-on pipeline execution, strategic relationship management, and solution positioning to shorten sales cycles, protect baseline revenue, and capture new expansion opportunities within customer programs.
Key Responsibilities (Principal Duties and Accountabilities *Essential Functions)
Account Growth & Go-to-Market Strategy
- Define and execute assigned account plans to maintain current COMPASS implementations while identifying and closing land-and-expand revenue opportunities within the NTS portfolio.
- Develop and expand COMPASS opportunities across U.S. Army customer communities, organizations, and programs.
- Identify priority Army organizations, programs of record, mission requirements, and tactical use cases, including intelligence, ISR, tactical communications, situational awareness, and edge operations, as entry points for expanded product adoption.
- Build and leverage professional relationships within Army customer communities to identify mission needs, engage key stakeholders, develop new opportunities, and accelerate adoption of COMPASS and the broader NTS portfolio.
- Align sales motions with NTS top-line revenue targets, platform strategy, and long-term enterprise valuation objectives.
Frontline Sales Execution & Pipeline Acceleration
- Directly lead the sales cycle for Vidterra COMPASS initiatives across customer stakeholders, operational users, technical decision-makers, program leadership, and acquisition personnel.
- Leverage the broader NTS portfolio when opportunities arise and customer requirements extend beyond COMPASS, bringing in additional NTS solutions and capture resources to deliver a complete capability set.
- Deploy tailored playbooks, ROI frameworks, competitive positioning, and objection-handling strategies specific to government procurement and Army operational environments.
Customer Engagement & Deal Execution
- Serve as the primary commercial and product SME for COMPASS and Vidterra capabilities in customer meetings, live demonstrations, and technical briefings.
- Architect complex, strategic deals by shaping high-value propositions tailored to specific customer mission outcomes and operational requirements.
- Accelerate deal velocity by translating technical capabilities into clear, mission-critical operational and business results.
Product Positioning & Portfolio Integration
- Drive integrated solution sales by positioning Vidterra COMPASS alongside complementary NTS and third-party partner technologies to increase overall deal size and account retention.
- Gather real-time field intelligence and user feedback from Army customer stakeholders to inform product roadmaps and defend against competitive threats.
- Build strong partner and channel alignments within the defense ecosystem to streamline procurement and expand sales reach within targeted Army organizations.
- Fluency in English (written and spoken)
- Must meet eligibility requirements to obtain a Top Secret Security clearance with the U.S. Government
Required Skills, Experience & Abilities
- Minimum of 2 years of experience in customer engagement, business development, technical sales, solutions engineering, field application engineering, customer success, or a related customer-facing role supporting U.S. Government customers.
- Demonstrated experience supporting, engaging, or developing business with U.S. Army organizations, programs, or operational units, including experience working with operational users, program stakeholders, technical decision-makers, and/or acquisition personnel.
- Demonstrated understanding of Army missions, operational environments, stakeholder communities, and customer requirements, with the ability to translate mission needs into technical solutions and actionable business opportunities.
- Demonstrated ability to build and leverage professional relationships within Army customer communities to identify requirements, develop opportunities, and support adoption of technical solutions.
- Hands-on Capability: Ability to independently configure, run, and troubleshoot live product demonstrations, proof-of-concept (POC) evaluations, and technical briefings for Army operators
- Technical Skills: Full-Motion Video (FMV) & Stream Management: Deep understanding of IP-based video distribution protocols (RTSP, MPEG-TS, WebRTC, H.264/H.265 compression) and how video feeds are processed, routed, and ingested at the tactical edge.
- Tactical ISR Systems & Metadata: Familiarity with Defense/NATO metadata standards (e.g., KLV / MISB compliance) to effectively communicate how COMPASS correlates positional and contextual data with live video feeds.
- Edge & Degraded Communications (DDIL): Technical capability to explain software performance in Denied, Disrupted, Intermittent, and Limited bandwidth environments common to Army tactical expeditionary operations.
Preferred Qualifications
- Experience supporting Army tactical, intelligence, ISR, communications, or operational technology environments.
- Familiarity with Army acquisition organizations, program offices, operational commands, or other organizations involved in evaluating, acquiring, or fielding tactical technology.
- Existing knowledge of Army customer communities and the ability to establish credibility with operational and technical stakeholders.
- Strong problem-solving and critical thinking skills
- Professionalism and positive attitude in workplace interactions
- Initiative and ability to take ownership of tasks/projects
- Comfort with ambiguity and learning on the job
- Strong work ethic and reliability
- Ability to work well independently or as part of a team
- Willingness to learn new tools or procedures
- Problem-solving and troubleshooting mindset
Physical Demands & Work Environment
The physical demands and work environment described are representative of those that an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
- Ability to lift up to 15 pounds on occasion (e.g., transporting laptop, presentation materials, or small equipment).
- Frequent use of hands and fingers for typing, writing, and handling documents.
- Clear vision and hearing required for meetings, presentations, and communication.
- Ability to travel domestically and internationally up to 50% of the time, which may include extended periods of standing, walking, or navigating airports and government facilities.
- US Based remote work environment
