About the Role:The Senior Customer Success Manager will play a key role in helping our customers transform the way they manage cybersecurity risk. You'll own and manage a portfolio of customer relationships across industries, ensuring satisfaction and long-term value through strategic engagement, and apply your understanding of cybersecurity practices, third-party risk, our platform, and proactive customer success methodologies to deepen relationships, expand usage, and grow revenue.
What You'll Do- Drive strategy and tactical execution, aligning customer conversations to their cybersecurity and risk management objectives.
- Act as a trusted advisor and subject matter expert on the SecurityScorecard platform and cybersecurity risk domains.
- Drive retention and expansion within your account portfolio, including accurate forecasting and close collaboration with internal Sales teams.
- Own renewals quote to cash for your book of business, largely without needing Sales engagement.
- Identify opportunities to increase customer value through platform adoption, new use cases, and expanded engagement.
- Build and nurture relationships across the entire client organization, from daily users to C-suite, facilitating executive-level connections to foster account growth.
- Represent the voice of the customer in product feedback and service delivery discussions.
- Travel to strategic accounts as needed (~35-40%), including in-person visits twice a year for each account over $100K ARR.
Required Qualifications:- Bachelor's degree.
- 5-7 years in account management, customer success, technical account management, or a similar customer-facing role - non-negotiable for the senior title.
- Solid understanding of cybersecurity or third-party risk management practices; strong technical aptitude to translate platform capability into business value from the customer's perspective.
- Demonstrated ownership of renewals, including quote-to-cash mechanics, with minimal Sales involvement.
- Strong written and verbal communication skills combined with meticulous organizational skill.
Preferred Qualifications:- Proven success developing and expanding relationships with customer stakeholders, including executives.
- Cyber insurance experience.
- Experience leading strategic account planning, QBRs, and upsell/cross-sell initiatives.
- Demonstrated ability to grow annual recurring revenue (ARR) through consultative account management.
Benefits:Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!
The estimated total compensation range for this position is $160,000 - $200,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.
