Manager, Customer Success
About The Position
The Manager, Customer Success will lead Stratus’ Customer Success Manager (CSM) team, owning the post-go-live customer relationship across retention, expansion, and long-term value realization. This role builds and coaches a team of CSMs to drive adoption, manage renewals, and grow revenue across the book of business. The role will be partnering closely with Solutions Engineering on handoffs and escalations, and with Sales on expansion. You'll build a scalable CS function that increases net revenue retention (NRR), maintains top class GRR, strengthens customer trust with MEP contractors, and gives Stratus a repeatable, data-driven way to manage the customer lifecycle from handoff through renewal and expansion.
Requirements
- 5–7+ years in customer success or account management, including 3+ years managing a CSM/CS team.
- Proven track record owning renewals, gross/net retention, and expansion revenue against quota.
- Experience building or scaling repeatable CS processes — health scoring, QBR cadence, renewal playbooks — in a fast-moving environment.
- Strong data fluency: comfortable using CRM and CS platforms (e.g., Salesforce, Confluence/JIRA, ChurnZero, HubSpot) to track health, forecast renewals, and report on team performance.
- Excellent coaching, interpersonal, negotiation, and executive communication skills.
- Comfortable building structure and process in a fast-moving, scaling startup with limited existing infrastructure.
Nice To Haves
- Experience with construction technology, MEP, fabrication, or engineering-focused customers.
- Prior work in a Series A–C SaaS environment scaling a Customer Success function from the ground up.
- Familiarity with customer health-scoring methodologies and NRR/GRR-driven CS operating models.
Responsibilities
- Directly manage Customer Success Managers, including hiring, onboarding, coaching, 1:1s, career pathing, and performance management.
- Set clear individual and team KPIs — gross and net retention, adoption, health score, and expansion, and hold the team accountable to them.
- Build operating rhythms for QBRs, renewal forecasting, account reviews, and health-score tracking.
- Establish CSM playbooks, talk tracks, renewal frameworks, and onboarding-to-CS handoff standards.
- Own retention metrics (GRR/NRR), renewal execution, and expansion strategy across the customer base.
- Build and maintain a renewal forecast; review pipeline and risk weekly with the CSM team.
- Partner with Sales/AEs to coordinate expansion and upsell motions, with clear ownership between CSM and AE.
- Analyze customer health trends, identify churn risk early, and direct proactive save strategies.
- Partner with Solutions Engineering on post-go-live handoff, ensuring context and momentum carry through to the CSM team.
- Collaborate with Product and Engineering to represent customer needs, surface patterns, and influence roadmap priorities.
- Partner with RevOps to instrument the customer journey, build health-score models, and operationalize CSM workflows in the CRM/CS platform.
- Act as the escalation point for at-risk or strategic accounts, including executive-level conversations when needed.
- Ensure every account has a data-driven success plan tied to measurable outcomes and ROI.
- Maintain high-touch relationships with strategic accounts and represent Stratus at key customer milestones (QBRs, renewals, escalations).
- Champion the voice of the customer across the organization, particularly around MEP workflow needs (field, VDC, PM, fabrication).
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
