Senior Director, Customer Success - RapidScale

Cox Enterprises • Raleigh, NC

6d • Hybrid

About The Position

At RapidScale, exceptional technology is powered by exceptional people. As a growing leader in secure, reliable managed cloud solutions, we help enterprises simplify IT and unleash innovation. With a broad portfolio spanning AWS, Azure and Google to a full set of Private Cloud and Cybersecurity solutions, RapidScale helps companies turn technology into their biggest competitive advantage. As part of the Cox family of companies, we offer best-in-class benefits, a commitment to work-life balance, and an award-winning workplace experience.

Overview
RapidScale is establishing Customer Success as a core revenue-adjacent capability designed to ensure delivery of contracted business outcomes and measurable business value, improve customer advocacy, drive gross revenue retention, and enable expansion. The Senior Director, Customer Success is accountable for owning customer outcomes and value realization, while acting as the orchestrator / quarterback across the entire RapidScale ecosystem—Sales (AEs/AMs), Delivery, Operations, Consulting, Support, and administrative billing. This role builds the system that ensures customers consistently experience RapidScale as one accountable partner, not a collection of teams. This role directly protects revenue durability, customer lifetime value, and enterprise credibility. By owning outcomes, building segment-specific playbooks, and acting as RapidScale’s internal quarterback, the Senior Director of Customer Success ensures customer success is repeatable, scalable, and growth-generating.

Strategic Objectives
Ensure customers realize measurable business outcomes and value from RapidScale solutions
Improve Gross Revenue Retention (GRR) from ~78% toward 80–85%+ near term and 85–90%+ over time
Reduce churn and downsell through proactive lifecycle management and expectation alignment
Institutionalize a single accountable customer advocate and internal orchestration model
Scale Customer Success through repeatable programs and playbooks by customer segment
Enable expansion by surfacing Customer Success Qualified Leads (CSQLs) to Sales

Requirements

• BA/BS degree with 12+ years of relevant experience including: Customer Success, Client Services, Enterprise Account Leadership, or Consulting within B2B technology or services OR equivalent combination of education and experience (MS + 10 years of experience or P.D. + 7 years of experience or 16 years of experience with no degree)
• 7+ years of experience in a leadership role
• Excellent communication and interpersonal skills, with the ability to build relationships and influence key stakeholders
• Proven experience designing scalable Customer Success programs and playbooks, not just managing accounts
• Strong background in managed services, cloud, SaaS, or complex enterprise delivery environments
• Demonstrated ability to orchestrate cross-functional execution in matrixed organizations
• Executive presence with customers and senior internal leaders
• Outcome-obsessed, enterprise-minded, and commercially astute
• High EQ, low ego; trusted integrator across functions
• Structured, decisive, and comfortable driving accountability at scale
• Data-driven with a bias toward execution and value realization
• Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
• No OPT, CPT, STEM/OPT or visa sponsorship now or in future.

Responsibilities

• Business Outcomes & Value Realization (Primary Accountability)
• Own accountability for ensuring RapidScale delivers the business outcomes and business value committed to customers
• Ensure every Gold+ customer has a clearly defined Outcome-Based Success Plan (OBSP) tied to customer objectives, KPIs, and value realization milestones
• Validate that delivery, consulting, and operational activities remain aligned to outcomes—not just scope completion
• Lead executive-level value realization discussions with customer stakeholders
• Customer Success Strategy, Programs & Playbooks
• Design, develop, and continuously evolve Customer Success programs and playbooks by customer segment: Diamond: Executive partnership, white-glove orchestration, strategic roadmap alignment Platinum: Proactive value realization, adoption acceleration, expansion readiness Gold: Structured onboarding, standardized engagement, outcome validation
• Define segment-specific engagement models, lifecycle touchpoints, success metrics, and escalation paths
• Ensure playbooks are operationalized through tooling, enablement, and governance—not left as static documents
• Standardize best practices while preserving flexibility for complex enterprise environments
• Quarterback & Cross-Functional Orchestration
• Act as the orchestrator / quarterback across all RapidScale functions involved in the customer lifecycle, including: Sales (AEs and AMs) Delivery and Operations Consulting and Professional Services Support and Cloud Engineering Administrative and billing functions
• Ensure seamless handoffs, clear accountability, and coordinated execution across teams
• Proactively resolve cross-functional friction impacting customer outcomes, timelines, or experience
• Retention, Renewal & Expansion Enablement
• Own renewal readiness in close partnership with Sales and Account Management
• Ensure early renewal conversations grounded in delivered value and outcomes
• Enable expansion by identifying unmet needs, adoption signals, and Customer Success Qualified Leads (CSQLs)
• Maintain clear role boundaries between Customer Success and commercial ownership while remaining tightly aligned
• Customer Experience & Executive Engagement
• Standardize proactive communication, progress updates, and transparency into risks or delays
• Elevate QBRs to focus on outcomes achieved, value delivered, and forward-looking roadmaps
• Ensure customers experience RapidScale as a coordinated, accountable enterprise partner
• Team Leadership & Capability Building
• Build, lead, and develop the Customer Success leadership team and CSM organization
• Establish performance standards, coaching rigor, and clear career progression paths aligned to customer tiers
• Foster a culture of ownership, accountability, and continuous improvement
• Metrics, Governance & Insights
• Own CS KPIs including: Gross Revenue Retention (GRR) Net Revenue Retention (NRR) Customer Success Qualified Leads (CSQLs) Customer health scores Team-level CS NPS
• Implement governance, operating cadence, and executive reporting to the CRO and RSLT

Benefits

• The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members.
• Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
• Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO).

What This Job Offers

• Job Type: Full-time
• Career Level: Director