Senior Manager, Customer Success

Relay • Raleigh, NC

5d • Onsite

About The Position

Relay is seeking a highly active GTM leader as a Senior Manager of Customer Success. This role is accountable for the performance and health of a specific segment through the team's execution. The position involves elevating account strategy, leading a team of Customer Success Reps with a high bar, and operating as a strong cross-functional partner to Sales, Product, and Marketing. The ideal candidate will shape outcomes, manage high confidence execution, be strategically sharp, operationally grounded, and iterate on playbooks to drive segment success. The Customer Success team is a primary lever for Relay's growth and long-term customer value, and this role directly influences how Relay wins with its customers, informing GTM strategy and refining playbooks.

Requirements

• 8+ years of experience in Account Management, Customer Success, or Sales roles within a SaaS or hardware/software company, with a track record of growing and deepening enterprise partnerships over time.
• 3+ years in a direct leadership role managing Customer Success Managers or Account Managers, with demonstrated ability to develop teams executing against enterprise accounts.
• Proven experience managing high-touch, multi-site, or enterprise customer portfolios with complex, multi-stakeholder buying centers.
• Demonstrated ownership of business outcomes including retention, expansion, and lifecycle performance, with specific results you drove, not just team activity.
• Experience coaching individual reps to improved performance, developing durable skill rather than only running enablement programs.
• Track record of holding a high performance bar with candor, including accurate talent calibration and managing performance directly.
• Strong ability to identify structural patterns, diagnose root cause, and drive resolution across functions.
• Ability to operate effectively in ambiguity, actively collecting context you need to iterate without relying on fully detailed playbooks or SOPs handed to you.
• Strong cross-functional leadership and stakeholder management skills at the senior level.
• Excellent communication skills, with the ability to translate complex segment dynamics into clear, structured signal for executive leadership.
• Ability and eagerness to travel ~25%

Responsibilities

• Set a high standard for account strategy across complex, multi-stakeholder Mid-Market and Enterprise accounts, including multi-threading, executive engagement, and value realization.
• Be an active partner and coach on the most consequential accounts and moments.
• Continuously refine how the team approaches retention and expansion as accounts evolve.
• Translate at-bats into durable skill development so the team improves in execution over time, not just in activity.
• Work closely with CSRs on complex account strategies, guiding execution and building capability without absorbing accounts yourself.
• Know when to guide, delegate, inspect, or step in.
• Own your segment's retention and expansion outcomes.
• Drive proactive, intentional customer journeys rather than reactive account management.
• Ensure value is demonstrated continuously, not only at renewal.
• Maintain and sharpen how onboarding, adoption, expansion, and renewal function across the segment.
• Identify where value accelerates, stalls, or breaks, and act on it.
• Convert patterns and insights into hypotheses that improve segment performance.
• Test and iterate on approaches to expansion, retention, and lifecycle sequencing.
• Institutionalize learnings so they scale and are leveraged across the team up to the broader CS function.
• Identify recurring patterns across accounts to determine what is structurally driving performance.
• Distinguish systemic issues from isolated account-level challenges and own the resolution across functions rather than routing problems elsewhere.
• Serve as the authoritative signal from your segment to leadership, Sales, Product, and GTM partners.
• Frame problems, options, and recommended actions with clarity for senior stakeholders.
• Analyze leading indicators for churn risk, adoption gaps, and expansion blockers.
• Use data and field insight to sharpen the customer journey and surface risks before they become lagging issues.
• Lead and develop a team of 7 to 10 CSMs with strong judgment, accountability, and autonomy.
• Hold a high performance bar with candor, giving consistent developmental feedback and calibrating talent accurately.
• Coach reps from execution into durable skill.
• Turn plays into at-bats, and at-bats into improved customer outcomes.
• Build a team that sustains performance without constant leader involvement.
• Establish operating rhythms, standards, and guardrails that drive consistent execution quality.
• Maintain CRM and the data layer as a reliable source of truth for segment health.
• Partner closely with Sales, Product, SE/FDE, and GTM leadership to align on segment strategy and priorities.
• Resolve cross-functional friction that impacts customer outcomes and ensure shared accountability across teams.
• Show up credibly with senior stakeholders internally and on the customer side.
• Own escalations.
• Translate field insight into actionable input for product development and go-to-market motion.

Benefits

• 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents
• Generous Paid Time Off
• 401(k) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks: If you’re joining our Raleigh-based HQ, you’ll have access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling
• Team Events & Culture: From company celebrations to team outings, we work hard and have fun doing it.
• Latest tech, standing desks, and all the tools and software you need to thrive

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed