Senior Customer Success Manager | DX

Atlassian•New York, NY

1d•$123,300 - $193,875•Remote

About The Position

DX is headquartered in Salt Lake City, Utah and is one of the fastest-growing SaaS companies globally. We help engineering leaders build high-performing, productive teams. DX collects millions of data points daily, powering insights into developer productivity and experience at companies like Pinterest, GitHub, BNY, Xero, and many more. Our business has scaled profitably and grown rapidly—tripling annual recurring revenue in the last several years. DX recently closed on its acquisition by Atlassian. By joining Atlassian, we will expand our resources, accelerate growth and R&D, and ultimately deliver greater impact to our customers. Working at Atlassian Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity.To help our teams work together effectively, this role is fully remote, but requires you to be located in Eastern Time. Atlassian is looking for a Senior Customer Success Manager. Atlassian Customer Success Managers strive to help customers realize the value in their Atlassian investment. They engage customers to unlock early and sustained business outcomes by delivering standard methodologies at scale that support product adoption, solution expansion, and long-term growth of customer users. As a CSM, you’ll build relationships and and demonstrate a deep understanding of the Atlassian customer journey. You’ll be equipped to guide customers over their hurdles, delivering value through proactive and programmatic customer engagement and best practices – whether the customer is establishing an agile product delivery methodology, optimizing developer tool automation, building new teamwork communities, or improving IT services. In this role, you'll cut across multiple products and solution practice areas. You’ll interact with a variety of customer profiles to support the successful adoption and expansion of their Atlassian solution investment. Your future team With over 250,000 customers worldwide, Atlassian is helping organisations like NASA, IBM, Hubspot, Samsung and Coca-Cola advance humanity through the power of incredible software that unleashes the potential of every team. With a focus on value selling, we help our customers understand how our products combine to create enterprise solutions that transform their business’s outcomes. We’re different from other organisations because we approach everything we do using our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. Our team enjoys high earnings potential with the enterprise white space opportunity ahead of us, selling impactful products that are at the forefront of cloud and artificial intelligence utilization. Responsibilities We are a team of passionate, 10X performers who are energized by making an impact on our customers and our company. As a CSM, you will be partnering with DX’s customers to drive engineering transformation using our platform. In this role, you’ll be managing an important segment of our customers through implementation and rollout and the eventual renewal. Along the way, you’ll be focused on driving their success with the program, helping ensure product utilization, business alignment, and that DX is always supporting high-value use cases at the company. You will join a team of collaborative CSMs and reporting to our VP of Customer Experience. Everyone on the team is here to do more than just be a great CSM. We’re all working together to build an exceptional customer success function and a generational business, and everyone is extremely close to—and has influence over—important decision-making at the company. This is a special opportunity for the right person. At DX, the challenge isn’t firefighting or dealing with a buggy product. Our challenge is partnering with customers to ensure DX drives real change and positive impact at their company. Every CSM will have a great supporting cast, allowing you to focus on being proactive and strategic rather than reactive.

Requirements

You quietly outwork your peers, you are meticulous and obsessive about details and process
You perform at a high level consistently, not in spurts
Ability to quickly learn and communicate about technical topics and products
Ability to take ownership, work under pressure, and meet deadlines on time
Ability to challenge, recommend, and redirect teams, as well as manage customer expectations
Excellent presentation, communication (oral & written), and relationship-building skills, across all levels of management
Excellent people management skills, including the ability to influence, negotiate, and achieve results through others who are not direct reports

Nice To Haves

Have past startup experience
Have past experience working with a technical audience (Platform Engineering, VP Engineering, CTO, CIO)

Responsibilities

Become a product expert and a master of our customer success process
Own the full customer lifecycle, from implementation, to driving program success (utilization, business alignment, use case development and fulfillment) and running the renewal
Effectively coordinate and lead the internal team focused on supporting each customer to ensure our customers get what they need (ProServ, Sales, Support, and Solutions Engineering)
Create and maintain a customer success plan, tracking success initiatives
Meet targets for net renewal and customer expansion, accurately forecast renewals and track their progress
Identify and resolve potential renewal challenges to ensure a high renewal rate
Establish DX as a key strategic driver of our prospect’s business goals, leading them to integrate DX insights into their company workflows
Arrange and conduct Executive and CxO services-related discussions according to the account strategy
Discover opportunities for expansion and growth within accounts by identifying potential use cases where DX can support
Collaborate closely with all functions of the business to ensure our customers are successful
Proactively track and report key account metrics to measure success and identify areas for improvement