Proposal Customer Success Manager, Mid-Market (GovCon)

Role overview

Partner with mid-market government contracting customers to drive measurable adoption of an AI-powered proposal platform across a portfolio of roughly 40–50 accounts. Serve as the trusted post-sale counterpart to a dedicated Account Manager, owning every outcome on the adoption and engagement side while keeping health signals visible well ahead of renewal. The work is hands-on with capture and proposal teams, so credibility inside a GovCon shop is as important as customer success fundamentals.

Responsibilities

- Build and execute per-account value realization plans tied to each customer's pursuit pipeline, recompetes, and win goals - Run quarterly business reviews that connect platform usage to bid and organizational outcomes rather than feature walkthroughs - Drive adoption breadth across the product, training new users, new teams, and new champions as accounts evolve - Maintain defensible health scores across the book and surface risk early using usage data, feedback, and trend analysis - Partner tightly with the assigned Account Manager on a shared account plan, including the adoption and engagement workstream of any save motion - Translate customer pain into prioritized product input, and contribute to CS playbooks, templates, and documentation as the function scales

Requirements

- 5+ years in government contracting business development, such as Proposal Manager, Proposal Writer, Capture Manager, BD Analyst, or Solutions Architect, with direct experience navigating compliance matrices, color reviews, and recompetes - 2+ years in a customer-facing role (customer success, implementation, training, client-facing consulting, or account support) where you owned someone else's outcome - Confidence holding substantive, candid conversations with directors and VPs, including difficult ones about stalled adoption - Strong analytical instinct for reading usage data and distinguishing healthy accounts from quietly declining ones - Excellent written communication suited to high-stakes customer email - Bachelor's degree in Business, Communications, or a related field - U.S. citizenship with ability to pass a Federal Background Check and Identity Verification

Nice to have

- Background with mid-market or enterprise B2B SaaS accounts - Working knowledge of generative AI and LLMs, with a real point of view on where they help in a proposal shop and where they don't - Prior experience partnering with a sales or account management counterpart on a shared book - Familiarity with GovWin, HigherGov, SAM.gov, or comparable market intelligence tooling - Experience inside a company actively scaling its CS function rather than one with mature process

Benefits and work setup

- Competitive salary with a performance-based incentive plan and stock options in a venture-backed company - Comprehensive health plan for employees and dependents - Fully remote work arrangements with scheduling flexibility - Extensive professional development opportunities with an accelerated career track - Daily tools include Salesforce, Metabase, Gong, Intercom, Planhat, Claude, Jira, Slack, and Google Workspace - Employment contingent on a background check conducted under the Fair Credit Reporting Act (FCRA)