Role Description Our client, a fast-growing AI marketplace, is seeking Account Managers to help build and scale a world-class portfolio of recruiting partners. This is a highly entrepreneurial, cross-functional role for someone who thrives in fast-moving environments and enjoys working directly with business owners. As an Account Manager on the supply side of the marketplace, you'll act as a trusted advisor to recruiting firm leaders—helping them optimize platform usage, improve daily operations, and unlock new opportunities for revenue growth and performance. You'll work closely with top agencies to design scalable systems, improve liquidity across the marketplace, and influence both operational strategy and product direction. What You'll Do - Own high-impact relationships: Serve as a strategic advisor to top recruiting firms, guiding growth strategy, execution, and operational excellence. - Scale the supply engine: Identify bottlenecks across onboarding, engagement, and retention, and design systems that help partners perform at a higher level. - Run marketplace experiments: Test and iterate on incentives, workflows, and automations that improve marketplace liquidity and outcomes. - Bridge operations and product: Translate real-world partner insights into internal tools, processes, and product improvements. - Drive revenue: Own and execute against revenue targets tied to partner performance—not just retention. This role is ideal for someone who wants real ownership, deep exposure to marketplace dynamics, and the opportunity to help shape how a category-defining AI platform scales. Qualifications - 2–8 years of experience in account management, customer success, revenue operations, or startup operations roles. - Proven experience working closely with customers and owning revenue execution. - Background in customer-facing, post-sales, or operational roles within high-growth startups (Series A to pre-IPO). - Experience owning a revenue number (not purely support or retention-focused). - Strong operator mindset with the ability to diagnose problems and implement scalable solutions. - Experience at a high-performing, well-regarded organization with a strong execution culture. - Exceptional academic or professional track record (top university, strong GPA, or equivalent signal of excellence). - Has done something meaningfully impressive, rare, or unconventional that demonstrates ambition and originality. Benefits - Premium healthcare. - Gym membership. - Free breakfast, lunch & dinner. - 401k. - Flexible PTO. - Commuter stipend. - Bi-annual company offsites. - Visa sponsorship.

- **Own high-impact relationships:** Serve as a strategic advisor to top recruiting firms, guiding growth strategy, execution, and operational excellence - **Scale the supply engine:** Identify bottlenecks across onboarding, engagement, and retention, and design systems that help partners perform at a higher level - **Run marketplace experiments:** Test and iterate on incentives, workflows, and automations that improve marketplace liquidity and outcomes - **Bridge operations and product:** Translate real-world partner insights into internal tools, processes, and product improvements - **Drive revenue:** Own and execute against revenue targets tied to partner performance—not just retention

• Build strong, trusted relationships with key stakeholders, acting as a strategic consultant • Maintain a deep understanding of client needs, challenges, and business objectives • Build strong, meaningful Territory & Account Plans • Provide proactive recommendations, introducing new solutions that add value and drive engagement • Have a deep understanding of weather • Ensure customer satisfaction and retention by delivering top-notch service and innovative solutions • Identify need to bring in additional DTN expertise and solution engineer resources to for ongoing account expansion. • Identify cross-selling and upselling opportunities to expand account value • Conduct regular business reviews with clients to uncover unmet needs • Strategically introduce new products, services, and solutions that align with client goals • Collaborate closely with sales, marketing, and product teams to optimise client offerings • Negotiate contract renewals above a set threshold, ensuring continued success and profitability • Continuously analyze accounts for new business opportunities, leveraging industry insights and customer feedback • Identify potential referrals, partnerships, and expansions within existing accounts • Stay ahead of industry trends to recommend solutions that differentiate DTN

Title: KMI Operational Account Manager Alternate / COMSEC Manager Location: Lexington, MA, US Company: MIT Lincoln Laboratory Job Description: The Security Services Department’s overall mission is to identify and counter security threats to the MIT Lincoln Laboratory’s mission of development of game-changing technology in support of National Security, including guarding against compromise by foreign intelligence agencies and insider threats. To accomplish this mission, this department formulates and implements policies, plans, and actions designed to protect facilities against threats of vandalism, accidental destruction, and sabotage; and safeguards personnel, classified and unclassified information systems, personal identifiable information, property, and other assets from exploitation and recruitment by foreign intelligence agencies. We foster a culture where security professionals are empowered to solve complex security problems in close collaboration with Laboratory research teams and Government counterparts. Our people are our most important resource, and we encourage a casual and flexible opportunity-filled working environment that is technology-focused. Where mission needs can be met, the Security Services Department encourages flexible schedules and hybrid remote work arrangements. Who are we? MIT Lincoln Laboratory is a Federally Funded Research and Development Center (FFRDC) whose mission is research in support of National Security. - Mission - The Security Department’s (SD) overall mission is to identify and counter security threats to the MIT Lincoln Laboratory’s mission of development of game-changing technology in support of national security, including guarding against compromise by foreign intelligence agencies and insider threats. - Culture – We foster an inclusive, opportunity-filled environment of empowered team members from diverse backgrounds. What will you do? - Provide COMSEC support for the various programs throughout the Laboratory - Request, order and download keying material as Product Requestor on Key Management Infrastructure (KMI) - Serve as the Client Platform Administrator (CPA), responsibilities include installing User Application Software (UAS) and operating system (OS) and monthly information assurance vulnerability alert actions (IAVA) - Assist with development and execution of COMSEC user training, account administration - Assist in the identification, procurement, installation and configuration of encryption devices and provide troubleshooting assistance in cases of communication disruption - Assist in a mandatory COMSEC inventory - Assist in the preparation of user guidance for proper protection, handling, and accountability and other classified or restricted records and materials - Ensure that all secure communications equipment and material is properly accounted for, transferred, safeguarded, controlled, and destroyed as directed by government regulations and Laboratory policy - Interact with various military organizations and government agencies regarding the COMSEC requirements. - Coordinate with government agencies to obtain rulings, interpretations, and acceptable deviations for compliance with regulations as required - Maintain professional contact with other industrial organizations for the purpose of currency and benchmarking - Assist in the development and maintenance of Emergency Action Plans and customize plans in accordance with appropriate applications - Ensure inspection readiness at all times and participate in government and self-reviews - Perform the function of SIPR Token Trusted Agent - May provide support to other COMSEC accounts as needed - Perform other Collateral COMSEC related duties as assigned How you will grow? You will find significant opportunities to do meaningful work in an environment intentionally designed to be one where you will learn, thrive and belong. - Leadership: Room to advance on your team or to lead cross-functional projects. - Growth Opportunities: Potential for lateral and vertical movement. - Education/Training: Management training, mentorship, in-house and external courses. - Exposure: Engagement with sponsors, stakeholders, Laboratory leadership and other Departments and Divisions. - Community: Participation is encouraged for Laboratory social events, Employee Resource Groups (ERGs), clubs and study groups, volunteering and community service projects. What you need/Requirements: To work with MITLL, all employees must meet certain basic requirements. - A minimum of 7-10 years of experience in the operation and handling COMSEC accounts and material is required - Bachelor of Science Degree in Computer Science, Information Technology, Computer Information Systems, or relevant work experience or related field is desired - Equivalent professional experience with combined education and specialized training commensurate with assignment may be considered substitutes for education and DoD security experience - Must have a thorough knowledge of the NSA/CSS Policy Manual No. 3-16 and various national policies as it pertains to COMSEC handling and protection - Familiarity with the certification and accreditation requirements for additions or changes to COMSEC devices supporting classified missions is required - Knowledge of the National Industrial Security Program Operating Manual is required - Ability to achieve DoD 8570 IAT Level II Baseline Certification within 6 months of appointment if not already held or documented experience in-line with DoD 8140 - NSA’s IAEC-2112 COMSEC manager course and KMI CI-2 Certificate of Management Client Operator (MGC) training will be required within 6 months of appointment if not previously completed - Certified training in the field of Communications Security or extensive experience in managing COMSEC accounts - Detailed understanding of data communication and telecommunication technology. Familiarity with the function of various crypto equipment - Knowledge and experience in computer security as applied to the physical control of classified information is desired - Maintain working knowledge of business software (e.g., SAP, SIMS, MS Word, Excel, PowerPoint) - Candidate must be a self-starter and able to work with minimal supervision. - Excellent oral and written communication skills are required - The candidate should have experience providing presentations and training and possess the ability to interface with all levels of staff and program sponsors - Must possess a conscientious approach to work - Some local and overnight travel may be required - Must be able to lift up to 40 lbs - Selected candidate will be subjected to a pre-employment background investigation and must have an active Top-Secret clearance and able to obtain/maintain Sensitive Compartmented Information (SCI) and Special Access Program (SAP) eligibility Ideally you will have: The Laboratory values experiences from diverse backgrounds and occupations. The most successful candidates will have the following skills and qualifications. - Strong interpersonal skills and be able to manage stress in a professional manner - Bachelor of Science Degree in Computer Science, Information Technology, or Computer Information Systems - DoD 8570 IAT Level II Baseline Certification - KMI CI-2 Certificate of Management Client Operator (MGC) - Understanding of data communication and telecommunication technology - Knowledge and experience in computer security as applied to the physical control of classified information is desired - Strong technical skills and be able to respond to off-hours emergencies Hiring Range: $114,600 - $151,900 Disclaimer: MIT Lincoln Laboratory provides a typical hiring range as a good faith estimate of what we reasonably expect to offer for this position at the time of posting. The final salary offered to a selected candidate will depend on various factors, including—but not limited to—the scope and responsibilities of the role, the candidate’s experience, skills and education/training, internal equity considerations and applicable legal requirements. This range reflects base salary only and does not include additional forms of compensation or benefits. At MIT Lincoln Laboratory, our exceptional career opportunities include many outstanding benefits to help you stay healthy, feel supported, and enjoy a fulfilling work-life balance. Benefits offered to employees include: - Comprehensive health, dental, and vision plans - MIT-funded pension - Matching 401K - Paid leave (including vacation, sick, parental, military, etc.) - Tuition reimbursement and continuing education programs - Mentorship programs - A range of work-life balance options - ... and much more! Please visit our Benefits page for more information. As an employee of MIT, you can also take advantage of other voluntary benefits, discounts and perks. Selected candidate will be subject to a pre-employment background investigation and must be able to obtain and maintain a Secret level DoD security clearance. MIT Lincoln Laboratory is an Equal Employment Opportunity (EEO) employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, veteran status, disability status, or genetic information; U.S. citizenship is required. Requisition ID: 42972