Commercial Customer Success Manager

1 нед. назад

127.5k–160k USD / yearUSAHybrid

customer successonboardingrelationship managementincident management

Responsible for onboarding, embedding, and expanding usage of an AI response platform among mid-market engineering teams to mature their management and reliability.

О компании

.io is the leading AI response platform, relied on by some of the best engineering teams in the world when things go wrong.
Since launching in 2021, we've helped over 2,000 companies, including OpenAI, Netflix, and Airbnb, run more than 1 million incidents.
The stakes are real, the talent is insane, and somehow it's a genuinely lovely place to work. We all pull our weight, go the extra mile, and put in the bit of magic most companies don't have time for, all while having fun and never taking ourselves too seriously.
We've raised $96 million from Index Ventures, Insight Partners, and Point Nine, and we're growing fast. There's never been a better time to join.

Обязанности

Customers trust .io as critical tooling, the thing they reach for at 3am. As a Commercial CSM, you're the partner to our mid-market engineering teams: getting them onboarded, embedded and expanding their usage, maturing their management and reliability as they grow.
Our Customer Success organisation is at the heart of .io . We're the team closest to our customers' hardest problems, and we're trusted to solve them. We believe in a customer-led product approach, working hand in hand with Product to uncover and address what each customer really needs. Our goal goes beyond satisfaction: we want to delight customers at every stage of their journey, and build long-term relationships grounded in trust, shared success and mutual growth.
The portfolio. You'll look after 70–80 Commercial customers: growth-oriented tech companies, mostly under 1,000 people, between $30k and $150k ARR each. Industry leaders like Vanta, and Loom sit in this segment. Some are steady, some are scaling fast, and much of the job is knowing which is which, and what each one needs from you.
The work. Most of your time goes to mid-market customers on our top-tier plan, where you're their dedicated CSM leading onboarding and adoption. You'll blend 1:1 time with scalable programmes to get teams to value quickly: best-practice sessions, end-user training, partnership and roadmap reviews. You'll also cover a subset of smaller customers in a low-touch capacity, leaning on usage data to spot risk and opportunity early.
Day to day, this is a high ownership role. You'll help customers navigate the product, unpick problems when they hit them, and keep everyone pointed at the outcomes their team actually cares about. You are responsible for proactively identifying expansion and upsell opportunities, and partnering with Sales and Expansion Account Managers to grow revenue within your accounts. Internally, you're the voice of the Commercial customer with Product, Engineering, Sales, Marketing and Support.
There's still a lot to build and a ton of opportunity for you to shape this segment. The Commercial motion works, but scaling and automating the customer journey is live work we're ramping up now - refining playbooks, automating the repeatable stuff, building the tooling and content that makes a portfolio this size easier to serve. We're AI-forward in how we approach it, so you'd be shaping this rather than inheriting it.

Требования

You've carried a book of 40 to 100+ accounts and worked out how to be present across all of them without going quiet on half.
You've sold to, or supported, technical people, whether that's engineering teams, on-call rotations or developer tools. You can hold your own in a technical conversation without needing to escalate every one of them.
You've got commercial instincts. You spot the account that's about to double, you know what a growth signal looks like, and you know how to steer a renewal to a good outcome.
You know what scaled CS looks like when it's done well. Playbooks, one-to-many programs, AI-assisted workflows. You don't need to have built them from scratch, but you've worked around them enough to have opinions on what you'd do differently.
Half-built process doesn't rattle you. You'd rather fix the documentation than complain about it.
You actually like being in a room with customers, and you'll get on a plane for the right one.

Другое

We work hard and we think life outside work matters just as much. Our benefits pack is built to support both.
Market-leading private medical insurance. The proper kind, so you're never weighing up your health against a bill.
Competitive PTO. Showing up at your best requires switching off, and we make sure you have time to do that.
First Friday of every month off. Yes, seriously.
Enhanced 401k. We put real money in, because future-you deserves better than an afterthought.
Meaningful equity. We're rapidly scaling, and everyone who helps shape the outcome should share in it.
Unlimited AI spend. For everyone, not just engineers. We're all-in on AI across the company, and we expect you to be too.
Generous parental leave. The early days with a new baby matter more than anything we're doing here, and we want you to be present for them.
Two budgets that have your back. $1000 to invest in your setup, $500 a year to invest in yourself.