СШАManager, Technical Accounts (Commercial)
1 мес. назад
СШАLeadRemote
post-salescustomer retentionteam leadership
Lead a team of Commercial Technical Account Managers responsible for post-sales customer success and retention in a software security company.
О компании
- helps devs and security teams ship faster by cutting out security busywork. Thousands of orgs use to safely find, audit, and manage open source code. Our customers - from Anthropic to xAI, and Figma to Vercel - love (just check out their tweets to see for yourself!)
- Founded by Feross Aboukhadijeh , a long-time open source maintainer with software downloaded over a billion times a month, has raised $ 125M in funding from top angels, operators, and security leaders.
Обязанности
- Our customers are the most demanding buyers in software: security teams and engineers who can smell fluff from a mile away. Keeping them successful takes a technical post-sales team, and those teams need strong leaders driving them.
- You'll lead a team of Commercial Technical Account Managers who own everything after the deal closes: onboarding, adoption, customer health, and the deep technical partnership that keeps engineers happy. Your team owns making sure there's never a product reason to walk away.
- You have deep experience in post-sales, a track record of coaching team members to success, and have owned retention numbers that matter. You’ve been the person others go to for guidance, and you’re looking for the right opportunity to manage a small, dynamic team.
- The blueprints exist: segmentation, a health score model, role charters, and playbooks are drafted. Now we’re hiring a leadership layer to strengthen our operating muscle: automation, targets, cadences, team accountability and growth.
- You'll inherit a strong team and a customer base that genuinely loves the product. Your job is to turn the blueprint into a retention engine that runs without heroics.
- Lead, coach, and grow a team of Commercial TAMs. Hire ahead of need as we scale.
- Own adoption, customer health, and gross retention outcomes across the customer base, partnering with AEs who own the commercial renewal
- Influence and mature the post-sales operating system: our segmentation, health scoring, and lifecycle playbooks exist. Make them run, then make them better. QBRs should tell a real story with real data instead of a slide of vanity metrics.
- Be the senior escalation point when an account is at risk. Run the deep dive, build the save plan, and see it through.
- Set the bar for performance and career growth on your team, then hold it
- Make the team faster per head every quarter through automation, playbooks, and one-to-many programs
- Feed technical field intelligence back to Product and Engineering so customer patterns actually reach the roadmap
- Report retention, adoption, and team health to leadership with numbers you'd bet on
Будет плюсом
- Domain experience in software supply chain security, AppSec, DevSecOps, or open-source ecosystems
- You scaled a post-sales function at a high-growth startup through rapid ARR and headcount growth
- You've managed TAM charters and kept each motion distinct but coordinated.
- Hands-on with Vitally or similar CS platforms and scaled/digital-touch programs
Другое
- 4+ years directly managing post-sales teams (TAM, Solutions Engineering, or related). You've hired, developed, and performance-managed ICs.
- 6+ years total in pre or post-sales roles (TAM, Solutions, or Services) in B2B SaaS
- You've owned GRR, NRR, or adoption targets and can walk us through the number, the misses, and what you changed
- Background in security, developer tools, or an adjacent technical product. You know how the SDLC works and how devs and security teams actually operate.
- You've been the escalation owner on at-risk commercial accounts and have the save stories to prove it
- You've built, operationalized, or improved on core post-sales systems: segmentation, playbooks, health scoring, QBR frameworks.
- Ready to step in as an individual contributor to support team needs, cover gaps, or lead by example when the team is at capacity.
- Executive presence with CISOs and VPs of Engineering, and with our own leadership
- Willingness to travel for customer and company meetings as needed
- Slack, GitHub, Zendesk, Vitally, HubSpot, Grafana
- Hiring is a big decision on both sides. Read more about our Hiring Philosophy and how we approach the process at .
- Benefits: Our benefits are crafted to support you and your family, so you can take care of what matters most and thrive in and outside of work. We offer:
- Market competitive salary bands
- Meaningful equity program
- Comprehensive health benefits for you and your family (99% coverage)
- Flexible time-off, holidays, and winter shutdown to rest & recharge
- Paid parental leave
- Remote-first, with quarterly team off-sites
- Pursue Excellence: We set ourselves apart by consistently delivering work of exceptional quality and distinction.
- Move with urgency and focus: We prioritize swift, decisive action.
- Think rigorously: We care about being right and it often takes reasoning from first principles to get there. We value alternative perspectives and have constructive discussions.
- Trust and amplify: We overtrust, always assume good intent, and give specific feedback to help each other improve.
- Feel a strong sense of ownership: We wear many hats and feel a strong sense of overall ownership of the company and we're non-territorial regarding our nominal domains.
- Are customer obsessed: We relentlessly prioritize the needs of our customers, striving to exceed their expectations and delight them at every interaction.