Lead Strategist, Customer Success Strategy and Operations

Appian Corporation•McLean, VA

2d•$125,000 - $250,000•Onsite

About The Position

Appian is seeking an experienced Customer Success Strategy and Operations professional to join the Chief Customer Office's team. This role will lead a portfolio of adoption and customer satisfaction programs and strategic initiatives that directly shape how enterprise customers experience value with Appian. The individual will serve as a trusted partner to Customer Success leadership, helping define objectives and strategy, building scalable processes, and driving measurable improvements across the customer lifecycle. This is a high-impact, cross-functional role at the intersection of data, strategy, and customer advocacy, requiring strategic vision, operational rigor, cross-functional influence, and the ability to contribute to a team that continuously raises the bar for enterprise customer success delivery. The role is based at Appian's HQ in McLean, VA, with an expectation of 4-5 days per week in the office to foster in-person collaboration, shared ideas, teamwork, and strong relationships.

Requirements

8+ years of experience in Customer Success Strategy, Success Management at Scale, Customer Success Management Operations or a related function.
At least 3 years of experience in a role within an enterprise SaaS environment.
Demonstrated track record of owning and scaling customer success programs at a strategic level (e.g., health scoring frameworks, customer satisfaction programs, lifecycle strategy, risk mitigation).
Proven ability to design and launch net-new programs from the ground up, identifying unmet needs, building business cases, and translating ideas into structured, scalable initiatives with measurable outcomes.
Exceptional analytical and data strategy skills, able to architect measurement frameworks and translate complex datasets into executive-ready narratives and organizational action.
Proven experience in high-performing teams; comfortable managing through ambiguity and driving change across a high performing organization.
Ability to influence senior stakeholders, present with clarity, and drive alignment across functions.
Proficiency with CS platforms and analytics tools (e.g., Gainsight, Salesforce, Tableau, or similar).
Outstanding written and verbal communication skills.

Nice To Haves

Experience in a Chief Customer Office or equivalent CCO-aligned function.
Experience as a Customer Success Management for Enterprise Customers.
Familiarity with process automation software and Appian.
MBA or advanced degree in Business, Data Analytics, or a related field.

Responsibilities

Set the vision and own the creation, maintenance, and continuous improvement of the customer health framework, defining signals, scoring models, and data inputs for a real-time, accurate view of customer health.
Design and operationalize programs and playbooks for CS, Sales, and cross-functional teams to act on health signals, including early warning triggers, risk escalation protocols, and intervention strategies, establishing feedback loops for improvement.
Collaborate on a structured Voice of Customer (VoC) program to capture feedback across touchpoints (CSAT, churn interviews, support signals) and close the loop internally with CS, Product, Engineering, and leadership.
Define customer segmentation (by size, industry, health, lifecycle stage) and how it drives differentiated coverage models and program design.
Map and own the end-to-end customer journey, defining 'good' at each stage, diagnosing friction, and driving improvements with cross-functional teams to influence retention, expansion, and adoption outcomes.
Provide strategic and technical leadership over analytics platforms and data infrastructure for customer-facing decisioning, translating complex datasets into clear insights on engagement, adoption, and risk.
Leverage data to develop customer journeys, targeted interventions, and methodologies that accelerate value realization, deepen product utilization, and improve overall satisfaction.
Drive alignment across Sales, Product, Marketing, Engineering, Customer Success, and Support, ensuring CS strategy is embedded in broader business objectives and the customer experience is consistent.
Partner with the CCO Office team, contributing to a culture of analytical rigor, ownership, and continuous improvement.
Own executive reporting on customer health, satisfaction, retention, and expansion, presenting performance, recommendations, and emerging risks to CCO and CS leadership.
Stay ahead of industry trends in CCO functions and SaaS lifecycle management, championing innovation in customer success definition and delivery.