Director of Customer Engagement

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 a strategic defense customer. Operating as a frontline sales leader and primary account owner, this role owns the end-to-end commercial strategy for the assigned account-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 budget within customer programs.

Key Responsibilities (Principal Duties and Accountabilities *Essential Functions)

Account Growth & Go-to-Market Strategy

• Define and execute the assigned account plan to maintain current COMPASS implementations while identifying and closing land-and-expand revenue opportunities within the NTS portfolio.
• Identify priority customer organizations, programs of record, and tactical use cases (e.g., intel, ISR, edge operations) as entry points for expanded product adoption.
• 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, decision-makers, and acquisition officers.
• 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 operational dynamics.

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 raw 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 customer stakeholders to inform product roadmaps and defend against competitive threats.
• Build strong partner and channel alignments within the defense ecosystem to streamline procurement vehicles and expand sales reach within the assigned customer organization.