Senior Customer Success Manager

6 days ago

California, United States Censys Full time

At Censys, we know the internet and cloud better than anyone else. Censys stands at the forefront of internet and cloud expertise, empowering customers through our Attack Surface Management solutions. We offer a unique attacker-centric perspective, providing a comprehensive view of external internet and cloud assets to prioritize and mitigate critical risk exposures effectively. Our daily IPv4 scans and the world’s largest SSL/TLS Certificate database ensure customers have continuously updated attack surface insights. Enterprises rely on Censys to stay ahead of cyber threats and proactively safeguard against attacks, driving tangible impact in the digital landscape.

Role Summary:

In this Customer Success Manager role, you’ll be part of the North America Customer Success team. Your main objective will be to support, enable, and grow customers across your territory. As the primary post-sales contact, you’ll represent Censys to C-Levels, threat hunters, and cybersecurity practitioners at the largest Enterprises and Government agencies in the world. Every day, you’ll work cross-functionally with your technical counterparts to improve the customer’s experience and ensure their success.

What You’ll Do:

  • Manage customer life cycles through onboarding, adoption, enablement, renewal, and expansion.
  • Onboarding - Lead the post-sale engagements, including internal hand-offs, customer kick off, and Integration and Architecture Planning meetings with your Customer Success Engineer.
  • Adoption - Drive customer adoption by understanding customer use cases and values, articulating our value proposition and product offerings, and delivering Executive Business Reviews, Success plans, etc.
  • Enablement - Educate customers on new features, platform workflows, Beta Programs, Design Partnerships, and User Testing.
  • Renewal - Proactively monitor customer health, understand the customer’s renewal process, prepare quotes for customers or partners, and mitigate churn risks.
  • Expansion - Guide strategic discussions with customer stakeholders, identify CSQLs (expansion opportunities) with Sales, and facilitate customer references or case studies.
  • Collaborate closely with internal Customer Solution Engineering, R&D, Sales, Marketing, and Executive teams to deliver on client goals and needs.
  • Maintain accurate and up-to-date records of activities and notes (Catalyst, Salesforce).

What You’ll Bring:

  • You have at least 2+ years of experience in Customer Success or Account Management.
  • You have experience in account portfolio planning and prioritization, including a proven track record of successful renewals and expansions.
  • You thrive in dynamic, ambiguous environments where the entire team is committed to one big goal.
  • You’re a big-picture thinker - effectively and enthusiastically communicating new ideas to your teammates and customers.
  • You’re a natural team player - you work comfortably with others and build strong relationships.
  • You have a growth mindset - you’re curious, seek out feedback, and want to build a company from the ground up.
  • Understanding of computer networking and “how the internet works.”
  • Basic understanding of security and cloud technologies.

Bonus Points:

  • Understanding of computer networking and “how the internet works.”
  • Basic understanding of Attack Surface Management and Security Industries.
  • Understanding of application, server, and network security a plus.
  • Previous start-up experience is a plus.

Our on-target salary range for this role is between $120,000 USD and $180,000 USD + equity.

In addition to our great compensation package, our benefits are effective on day one and include but are not limited to: 401k match, health, vision, dental, and more Please see our careers page for more details.

Our roots are in Ann Arbor, Michigan with location hubs in Seattle, the Bay Area, and Washington D.C. Our innovation is fueled by the team’s global perspectives and diverse backgrounds. For this role, we are looking for candidates based in one of our Hub locations.

We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal-opportunity employer.

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