Sr. Manager, Starlink Enterprise Accounts (Civilian Government Programs)

About the role

Starlink, our revolutionary satellite constellation, is delivering low-latency broadband internet around the world. As a leader on the Starlink Enterprise Accounts team, you will develop and manage a team that is responsible for delighting Starlink Federal Civilian government customers at scale.

You and the team will be responsible for managing enterprise contracts to rapidly drive realization of revenue, doing it scalably, and working closely with counterparts on Starlink cross-functionally. A key challenge will be driving a culture that both maximizes customer happiness, citizen onboarding and minimizes the input required by the team.

The Enterprise Customer Success team serves as the point of contact for customers from contract signature, through successful activation, ensuring all contract terms are fulfilled while and identifying new opportunities to generate business with enterprise customers. Prior to contract signature, the team will have a key role in ensuring that the commitments we make are ones we can successfully execute to.

In the past year, the Starlink team has signed contracts with Civilian government customers who deliver programs at a pace and for use cases previously not possible. The team has designed the product to be self-service, and we need to similarly evolve our team and systems to enable large organizations to deliver and scale Starlink in a programmatic way, minimizing humans-in-the-loop.

Our ideal candidate is a self-starter that has a passion for making customers deliriously happy, building excellent teams, and managing complex cross-functional projects.

Responsibilities

• Build, deliver, and rapidly implement strategy and growth plans for delivering Starlink to Civilian government programs
• Grow and build the enterprise account management function within Starlink
• Hire and lead an exceptional team
• Identify and build necessary tools and capabilities to manage accounts in a scalable way, working closely with the application software and finance teams to automate as much as possible
• Develop internal goals and metrics/visualizations to measure and communicate success
• Manage all aspects of non-technical project management for Civilian government accounts
• Work with internal and external stakeholders to finalize commercial government subsidy contracts, serving as a final check before contract signature to ensure we are poised for success and any risks are captured/communicated internally
• Ensure that contract requirements are delivered on time and meeting contract requirements
• Take an extreme ownership approach to realizing activation goals and forecasted revenue on or ahead of schedule
• Identify and broadly/loudly communicate readiness levels, requirements, schedules, and risks
• Own the customer interface from contract signature onwards including onboarding, ongoing account management, and long-term retention/growth of the relationship and revenue
• Build relationships with customer points of contact to identify requirements and manage expectations, driving revenue realization as quickly as possible
• Collect, communicate and champion customer feedback internally to influence and steer programmatic and technical development required to maintain and grow enterprise business
• Retain and grow the value of accounts

Basic Qualifications

• Bachelor's degree
• 10+ years working with Civilian government executives and customers to support a technical product/service
• 5+ years of direct people management experience

Preferred Skills and Experience

• 12+ years of experience working with government customers and system integrators
• Exceptional customer interface skills, including excellent written and verbal communication skills and ability to tailor communications appropriately to level (working-level to executive-level)
• Excellent negotiation and conflict resolution skills
• Demonstrated ability to quickly and successfully grow and develop an excellent team and new function, including ability to develop and coach team members and ability to scale non-linearly
• Demonstrated ability to work in a fast-paced, autonomously driven, and demanding start-up atmosphere
• Demonstrated ability to champion and lead significant projects and business initiatives, including ability to manage in an environment with competing priorities
• Familiarity with existing Starlink products, services and customer support systems/processes

Additional Requirements

• Must be available to work extended hours and/or weekends as needed to support critical milestones or operations shifts
• Must be willing to travel to other SpaceX offices and customer locations as needed

Itar Requirements

• To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here.