СингапурSr. CSM (Logistics Tech)
4 нед. назад
СингапурSeniorHybrid
customer successaccount managemententerprise salesstrategic planning
Senior Customer Success Manager role managing enterprise customer relationships end to end in a logistics technology company.
О компании
- is a venture-backed, Singapore-based logistics technology company building AI-powered intelligence for the freight forwarding industry. Freight forwarders manage thousands of shipments, rates, exceptions, and operational decisions every day. The challenge is not a lack of data. It is knowing what needs attention, what is going wrong, and what action to take next. uses AI and data to help freight forwarders surface shipment exceptions, identify cost and margin risks, and make better decisions across the shipment lifecycle. Our products help teams improve operational efficiency, protect margins, and make faster, more informed decisions. Our vision is to become the AI data and intelligence layer that powers exception management and margin improvement on every shipment. Founded in 2018 and backed by leading technology investors, we are a lean, globally distributed team building technology for an industry going through a major digital transformation. ABOUT THE ROLE: We're looking for a Senior Customer Success Manager to own our enterprise customer relationships end to end. Our CS team owns the full commercial relationship, strategic account management, adoption, renewal, expansion, and customer support, working directly with enterprise customers and their C-suite. This is a senior individual-contributor (IC) role for someone who can build trust and credibility at that level. At the heart of the role is discovery. The best expansion comes from deeply understanding
Обязанности
- Enterprise customers deeply adopt with measurable business outcomes, and see you as a trusted advisor at both the operational and C-suite level.
- Discovery that consistently surfaces real customer needs and turns them into adoption, retention, and expansion.
- A steady expansion pipeline from existing accounts (upsell, cross-sell, new teams and regions), with CS trusted, internally and by customers, to identify and drive those deals.
- Fast, credible resolution of customer questions and tickets, in partnership with the Data team, so customers always get reliable answers and stay confident in .
- Own the full enterprise customer lifecycle: onboarding, adoption, renewal, and retention, ensuring a smooth, high-impact experience.
- Lead discovery: deeply understand each customer's goals, workflows, pain points, and internal decision processes, so you can grow the account and drive expansion.
- Be a trusted advisor to enterprise stakeholders, including C-suite, aligning to their strategic goals and addressing their challenges.
- Identify and drive expansion (upsell, cross-sell, new teams, new regions) in partnership with Sales, positioning CS as a credible driver of new revenue from existing customers.
- Own customer questions and tickets: triage the issue, work with the Data team to get the answer, then review and communicate a clear resolution back to the customer.
- Run QBRs, success plans, and regular check-ins, using data, outcomes, and clear narratives to drive adoption and expansion.
- Partner with Product, Data, and Engineering to channel customer feedback and influence the roadmap.
- Analyze customer usage and data to surface actionable insights and continuously improve the customer journey.
Требования
- Bachelor's or Master's in Business, Logistics, Engineering or a related field, or equivalent.
- 7+ years in a commercial, customer-facing role, Customer Success, Account Management, Pre-sales/Solutions, or Sales, within the logistics industry or logistics technology space.
- A pre-sales or solutions background is highly valued. Strong discovery is one of the most important skills in this role, it's what lets you expand existing customers and drive new revenue.
- Logistics / logistics-tech domain: familiarity with freight forwarding and global logistics workflows, and the ability to confidently engage customers across operations and commercial stakeholders.
- Comfortable with enterprise customers and their C-suite, with strong stakeholder management across functions and seniority levels.
- Technical fluency: comfortable with basic data, APIs, and SaaS concepts, enough to handle customer questions and tickets, work with our Data team, and translate technical answers into clear customer-facing resolutions.
- A track record of driving account expansion (upsell, cross-sell) and revenue growth from existing customers.
- Experience running QBRs and structured account success plans, using data and outcomes to drive adoption and expansion.
- Excellent, structured communication, especially with complex, multi-stakeholder enterprise customers.
- High ownership and independence, with the ability to operate in a lean startup environment and a bias for action.
Другое
- Work at the intersection of AI, data, and logistics: help enterprise customers turn predictive data into decisions and measurable business impact.
- Real impact from day one: we're lean by design, with few layers between you and the outcome, so your work moves adoption, retention, and expansion directly.
- Globally distributed, remote-first flexibility: work with a fully distributed team across Asia and Europe, built on trust, accountability, and collaboration.
- Curiosity: This is where discovery lives. We dig beneath what a customer asks for to what they're actually trying to achieve, staying genuinely curious about their business, their workflows, and how a freight forwarder really operates. That depth is where every expansion starts.
- Ownership: We act like founders. We own the customer relationship and the commercial outcome end to end, adoption, renewal, and expansion, and we stay on an account until the value is real and the number moves.
- Raising the bar: We don't settle for a renewed contract. We aim for customers who adopt deeply, expand with us, and become advocates, and we hold ourselves to that standard on every account.
- Effectiveness: We focus on the outcomes that matter, real adoption, retention, and revenue growth from our customers, not check-ins or activity for their own sake. We prioritize the accounts and conversations that actually move the business.