Path Robotics - Customer Success Manager, Defense
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Requirements
• Experience working with customers in the defense industry, including familiarity with regulated environments, government stakeholders, or defense contractors • Willingness to travel up to 30% to customer sites to build relationships, provide support, and gain a deep understanding of customer operations • Comfortable communicating technical concepts to non-technical audiences • Capable of negotiating with internal and external stakeholders at the executive level • Customer-obsessed and deeply invested in delivering measurable value through products and services • Excited by the opportunity to grow a book of business using modern monetization and expansion strategies • Detail-oriented and able to operate effectively in a fast-paced, evolving environment • Motivated by the opportunity to make an immediate impact at a venture-backed startup • Passionate, collaborative, and energized by working closely with cross-functional teams • The role may involve access to export-controlled information subject to ITAR and/or EAR. Candidates must be able to comply with U.S. export control regulations, which may include meeting the definition of a “U.S. Person” where required. • This position may also involve handling Controlled Unclassified Information (CUI) and requires adherence to company and federal data protection and confidentiality standards. Employment may be contingent upon successful completion of a background check consistent with applicable requirements
Responsibilities
• Reporting & Analytics • Build and maintain dashboards and reports across the full revenue funnel (lead → opportunity → closed won → retention). • Produce recurring KPI reports for GTM leadership, including pipeline health, conversion rates, sales cycle time, win/loss trends, activity metrics, and forecasting inputs. • Analyze performance trends, identify bottlenecks and opportunities, and clearly communicate insights to leadership. • HubSpot Administration & System Utilization • Manage day-to-day HubSpot CRM administration, including objects, properties, pipelines, automations, permissions, and integrations. • Ensure data hygiene by enforcing required fields, validation rules, lifecycle stages, and clean handoffs between teams. • Optimize CRM usability and adoption through workflow improvements and simplified processes. • Monitor system usage and compliance, proactively addressing gaps and inefficiencies. • GTM Operations Support • Partner with the GTM Ops Leader to drive strategic initiatives, including process improvements, segmentation, territory design, pipeline standards, and forecasting. • Help design scalable processes for lead routing, opportunity management, and handoffs across the revenue organization. • Support alignment and collaboration across Sales, Marketing, and Customer Success teams. • Sales Enablement Support • Facilitate onboarding and ongoing enablement by documenting CRM processes, playbooks, and “how-to” guides.Train and support Sales and BDR teams on HubSpot workflows, reporting, and best practices. • Maintain and optimize sales tools, templates, sequences, and workflows to improve rep productivity. • Actionable Insights & Continuous Improvement • Conduct ad hoc analysis and deep dives for leadership, covering cohort performance, attribution trends, rep performance patterns, deal velocity, churn signals, and more. • Recommend improvements to processes, systems, and reporting based on data and team feedback. • Promote a culture of data-driven execution and accountability across the GTM organization.
Benefits
• Daily free lunch to keep you fueled and connected with the team • Flexible PTO so you can take the time you need, when you need it • Comprehensive medical, dental, and vision coverage • 6 weeks fully paid parental leave, plus an additional 6–8 weeks for birthing parents (12–14 weeks total) • 401(k) retirement plan through Empower • Generous employee referral bonuses—help us grow our team!
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