Customer Success Manager - Government

Datenna is a fast-growing tech scale-up combining cutting-edge open-source intelligence (OSINT) and AI technologies to provide governments worldwide with critical insights into China's techno-economic landscape. Our platform transforms OSINT into actionable insights on China's Defense Industrial Base and broader technological ecosystem through advanced data processing and analysis. 

The Role: As a Customer Success Manager, you'll lead delivery and strategy for government defense, intelligence, and policy clients. You're the quarterback who ensures clients extract maximum value from Datenna's platform and services—translating their mission challenges into research priorities, coordinating our analyst team to deliver intelligence that drives decisions, and building trusted relationships that expand our partnership over time. 

You're outcome-focused and client-obsessed. You understand the "so what"—what senior decision-makers need to know, what program managers are trying to accomplish, and how analysts work day-to-day. You combine deep knowledge of China’s technology landscape and national security implications with the ability to understand client problems and architect solutions that leverage platform capabilities and expert analysis.

This role balances strategic relationship management (40%), project leadership and delivery (40%), and account growth (20%). You'll own a portfolio of high-value government accounts, leading project teams to deliver research, driving platform adoption, and identifying expansion opportunities. You roll up your sleeves to ensure excellence in execution while maintaining the big-picture view needed to be a trusted advisor. 

This role may require up to 30% travel to client sites. 

Your mission at Datenna:

Client Relationship & Strategy 

• Own strategic relationships with senior stakeholders across core set of government customers

• Serve as trusted advisor who understands client missions, workflows, and decision-making processes 

• Conduct regular business reviews that demonstrate impact and align platform capabilities with evolving needs 

• Translate client challenges into actionable intelligence requirements and platform use cases 

• Maintain continuous touch with clients to surface problems early and identify opportunities to expand support 

Project Leadership & Delivery 

• Lead complex analytical projects from scoping through delivery, ensuring outputs exceed client expectations 

• Own research outcomes by directing team efforts and performing analysis directly switching fluidly between manager and contributor roles

• Develop engagement work plans that efficiently deploy team capabilities against client priorities 

• Ensure research deliverables are rigorous, relevant, and presented in formats that resonate with national security audiences 

• Provide quality assurance and mentorship to researchers supporting your accounts 

• Collaborate with product team to configure platform features for specific client workflows 

Account Growth & Business Development 

• Support sales team in scoping new work, developing statements of work, and understanding client requirements 

• Identify and surface expansion opportunities within existing accounts to sales team based on demonstrated value and client needs 

• Drive persistent platform adoption through training, ongoing engagement, and demonstrating ROI 

• Contribute to account strategy that positions Datenna for long-term partnership and growth 

Cross-Functional Collaboration 

• Partner with our China research team to translate their expertise into client-ready intelligence 

• Work with product team to surface client feedback that informs platform development priorities 

• Coordinate across delivery, product, and sales teams to ensure seamless client experience 

• Share client insights that help the company understand evolving market needs 

What Makes You a Great Candidate 

Required 

• 5+ years of client-facing experience in consulting, advisory services, SaaS delivery, or government client support 

• Strong understanding of China's role in national security considerations—whether through prior work on China issues, regional expertise, or demonstrated intellectual engagement with the topic 

• Deep knowledge of defense, intelligence, or national security policy communities and how they operate 

• Proven track record managing senior-level client relationships and delivering complex projects 

• Exceptional ability to visualize and present complex information to decision-makers, with understanding of how government clients prefer to receive intelligence 

• Strong business acumen with ability to see both the strategic picture and tactical execution details 

• Outstanding communication skills—you can explain technical concepts clearly and translate client needs into researcher directives 

• Self-starter who can manage multiple workstreams independently while coordinating team resources 

Strongly Preferred 

• Mandarin Chinese language skills (reading proficiency particularly valuable) 

• Experience working with large datasets to analyze corporate networks, technology ecosystems, or supply chains

• Familiarity with China's defense industrial base, dual-use technologies, or techno-economic policies 

• MBA or advanced degree in relevant field (international relations, China studies, national security, business) 

• Experience managing research teams or mentoring junior researchers 

Nice to Have 

• Familiarity with APIs, databases, and data platform architecture sufficient to engage credibly with technical stakeholders 

Applicants may be subject to a screening process.

• Work on globally impactful projects in geopolitical intelligence

• Lead innovation in OSINT and AI technologies

• Competitive compensation and benefits

• Dynamic, international team environment

• Significant growth opportunities in a scale-up

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