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Customer Success Manager
2 weeks ago
Paperless Parts is a SaaS startup helping manufacturers quote faster and win more work. From rockets to medical devices, we power the parts that move the world forward.
This position requires activities that are subject to US Export Control Laws and require US Citizenship or Green Card Holder.
Summary:
As a Customer Success Manager, you will be responsible for owning the relationship with a book of business of Paperless Parts customers, helping drive their adoption of Paperless Parts features in order to maximize the value they receive from the platform, in order to retain and expand their business.
This is a full-time position based in Boston, MA, and requires on-site presence, with a hybrid schedule as needed. Travel is required for this role up to 25%.
Responsibilities:
- Manage a book of business of ~100 Paperless Parts customers, with a mix of high-touch customers managed directly and low-touch customers managed at scale
- Establish trusted advisor relationships with champions and executives, understanding their priority business objectives and how Paperless Parts helps them achieve these goals
- Ensure your customers understand the full functionality of Paperless Parts are enabled to maximize the value they receive from the system
- Understand why your customers partnered with Paperless Parts and measure success against these goals. Use performance against goals to measure ROI and regularly present ROI realization to the customer
- Manage renewals and retention of your customers, measured by Gross and Net Revenue Retention
- Identify where customers may benefit from additional Paperless Parts functionality or services, including additional software subscriptions or marketing solutions. Partner with Account Management to drive expansion
- Serve as primary point of contact and escalation point in urgent situations. Quarterback escalation and drive to timely resolution
- Regularly report to leadership the health of your customers, with a focus on at-risk customers and your plan to mitigate risk
- Accurately forecast renewals, expansion, and churn within your book of business
- Travel onsite to customers occasionally where an in-person visit will help achieve an important outcome
- Experience managing revenue retention and product adoption of customers in a technical customer success or technical account management role
- A background in manufacturing, ideally in custom part or contract manufacturing. An understanding of Sheet Metal Fabrication, CNC Machining, Additive, and other manufacturing processes a place
- Comfortable analyzing a business objective and implementing a strategy to help a customer leveraging software to achieve this goal
- A track record of managing customers to business objectives and using achievement of goals to demonstrate ROI
- Experience managing revenue retention, renewals, and expansion. A track record of accurately forecasting expansion and churn.
- A proven ability to learn a software product in-depth in order to coach customers on workflows to maximize adoption and value
This role is also eligible for commission based compensation
The job posting range is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's pay position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, performance, sales or revenue-based metrics, and business or organizational needs.
Paperless Parts Life
Culture: At Paperless Parts, we value intentionality, persistence and relationships. We live and breathe these values every day. As a fast-growing company, we're continually improving what we've built while still building from the ground up.
Boston Office: Our office is full of energy; people regularly collaborate to solve complex problems. We recognize that people work well in different environments and have intentionally designed our office to provide collaborative spaces and quiet focus areas. Our height-adjustable desks are set up with additional monitors, and employees are provided with the latest Apple technology to support productivity.
Our headquarters is located in downtown Boston, MA and easily accessible to most transit routes (Red/Blue/Orange/Green Line/South Station/North Station).
Encinitas Office: Our California office is our newest office which seats our West Coast sales team. The office has an open floor plan with several conference rooms to encourage collaboration with your colleagues in California and TV's to connect with those sitting in Boston or remotely. The office is walking distance from Downtown Encinitas, the Coaster train stop, and tons of activities on the 101.
Benefits: We value you and your family. With this in mind, full-time employees are provided:
- 100% coverage of health, dental, and vision for you and your dependent
- Competitive compensation philosophy
- Unlimited PTO
- 13+ paid holidays
- Company-sponsored wellness stipend
- Pre-tax Commuter and FSA/Dependent Care FSA
- 401(k) plan
- Employee recognition program
Responsible for adherence to all security and privacy requirements, rules and regulations and implement as required.
Paperless Parts is committed to cultivating an equitable, inclusive, and supportive environment for all employees. We believe this environment creates a safe space for employees to share their experiences, brainstorm ideas, and grow their careers. Paperless Parts is an Equal Opportunity & Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
