Principal Customer Success Manager
Tipalti
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Benefits offered by this job
Job summary
Tipalti is seeking a Principal Customer Success Manager to own the success of our largest, strategic enterprise accounts, ensuring meaningful outcomes with our products and services. You will be the primary contact, building strong relationships that turn customers into advocates.
You will drive the overall health of your portfolio, spanning customer experience, adoption, retention and expansion. Lead business reviews, analyze product usage, and coordinate with your Strategic Account Manager to
Qualifications
- 10+ years of enterprise account ownership experience in Customer Success or related strategic account management, ideally in SaaS or Fintech.
- Proven success managing high profile, high ARR customers ($500K+) with complex stakeholder environments.
- Strong strategic account planning skills, with experience operating in an account team structure alongside sales, expansion, and experience partners.
- Exceptional discovery skills: ability to ask the right questions, uncover pain, and translate customer challenges into opportunities.
- Demonstrated ability to identify, qualify, and support expansion opportunities within an existing book of business.
Responsibilities
- Full ownership of customer health, advocacy, retention, and revenue growth for a portfolio of high profile enterprise accounts, each representing $500K+ in ARR.
- Building and executing strategic account plans in partnership with your account team, including your Strategic Account Manager and CXM, with regular updates shared to executive leadership.
- Leading discovery with customers to uncover pain points, understand their business priorities, and connect them to the value Tipalti delivers.
- Identifying and qualifying expansion opportunities across your portfolio, partnering with your SAM to drive upsell and cross-sell growth.
- Developing trusted relationships with senior stakeholders throughout the customer journey, from post-implementation adoption through feature rollouts, integrations, and long-term growth.
- Championing your customers’ goals and objectives across the organization to maximize their experience and outcomes.
- Serving as the primary point of contact for your accounts, proactively monitoring account health, addressing risks early, and acting as the point of escalation to ensure timely resolution.
- Presenting executive business reviews that reinforce value delivered, align on strategic priorities, and position new opportunities.
Skills
Education
Tools
Job description
As Principal Customer Success Manager, you will own the success of Tipalti’s largest and most strategic customers, ensuring they achieve meaningful outcomes with our products and services. You will be the primary point of contact for these accounts, building strong, lasting relationships that turn customers into passionate Tipalti advocates.
You will be accountable for the overall health of your portfolio, spanning customer experience, engagement, product adoption, retention, and expansion. These high‑profile accounts represent a significant portion of Tipalti’s revenue and carry high visibility across the organization.
In this role, you will proactively engage your assigned accounts to establish benchmarks and milestones, lead business reviews, analyze product usage, communicate product releases and enhancements, gather and act on customer feedback, and recommend new products that strengthen existing capabilities. You will identify opportunities to elevate the customer experience and drive revenue growth.
You will partner closely with your Strategic Account Manager on expansion opportunities and collaborate with your CXM as a unified account team, building account plans and delivering monthly updates to Tipalti’s executive leadership.
- Full ownership of customer health, advocacy, retention, and revenue growth for a portfolio of high profile enterprise accounts, each representing $500K+ in ARR.
- Building and executing strategic account plans in partnership with your account team, including your Strategic Account Manager and CXM, with regular updates shared to executive leadership.
- Leading discovery with customers to uncover pain points, understand their business priorities, and connect them to the value Tipalti delivers.
- Identifying and qualifying expansion opportunities across your portfolio, partnering with your SAM to drive upsell and cross‑sell growth.
- Developing trusted relationships with senior stakeholders throughout the customer journey, from post‑implementation adoption through feature rollouts, integrations, and long‑term growth.
- Championing your customers’ goals and objectives across the organization to maximize their experience and outcomes.
- Serving as the primary point of contact for your accounts, proactively monitoring account health, addressing risks early, and acting as the point of escalation to ensure timely resolution.
- Presenting executive business reviews that reinforce value delivered, align on strategic priorities, and position new opportunities.
- 10+ years of enterprise account ownership experience in Customer Success or a related strategic account management role, ideally in SaaS or Fintech.
- Proven success managing high profile, high ARR customers ($500K+) with complex stakeholder environments.
- Strong strategic account planning skills, with experience operating in an account team structure alongside sales, expansion, and experience partners.
- Exceptional discovery skills: ability to ask the right questions, uncover pain, and translate customer challenges into opportunities.
- Demonstrated ability to identify, qualify, and support expansion opportunities within an existing book of business.
- Comfortable engaging and building credibility with senior executives, including CFOs and finance leadership.
- Strong command of the value story: you deeply understand the business outcomes the product delivers and can articulate them convincingly.
- Ability to build compelling, value‑driven executive presentations.
- Highly organized with excellent written and verbal communication skills.
- Experience with Gainsight, Salesforce, Zendesk, and PowerBI reporting is a plus.
- Bachelor’s degree (nice to have)
- Hybrid working model that requires you to be in office Monday, Tuesday, and Thursday.
- Competitive salary and stock options.
- Matching RRSP.
- Extended benefits, Employee Assistance Program, life insurance, AD&D, LTD.
- Maternity, Paternity, and Fertility Treatment benefits.
- 15 days of PTO.
- Subsidized lunch on office days.
- Fresh fruit, snacks & drinks in office.
- Conveniently located close to transit.
- Phone/internet allowance.
- Regular company‑wide social events.
- Multiple ERG groups celebrating our diversity and creating an inclusive culture.
The compensation information reflects our reasonable expectation for this role based on several factors, including current market conditions. Final compensation will be determined through individual assessment of experience, skills, qualifications, and other job‑relevant factors. Actual offers may vary. We are committed to equitable compensation practices in compliance with applicable employment laws.
Base Salary Range: $135,000 – $150,000 CAD annually.
Bonus: Target bonus is 15% of base salary. Bonus entitlement is based on a combination of organizational results, individual performance, and relative contribution, as assessed by Tipalti in its sole discretion, to be formalized and communicated following your start date.
Expected Total Compensation: $155,250 – $172,500 CAD annually (includes base salary plus target bonus/commission).
Tipalti champions inclusive teams, in which every voice counts. We are committed to recruiting diverse candidates with varied personal experiences and abilities. We welcome applications from candidates belonging to historically underrepresented or disadvantaged groups, and maintain an equitable Talent Acquisition process that is free from discrimination.
Should you require reasonable adjustments or accommodations during the recruitment process, including access to alternate formats of materials, meeting spaces, or other accommodations that could better enable your full participation, please reach out to hr@tipalti.com for assistance.
As an equal opportunities employer, Tipalti complies with employment and human rights laws across the various jurisdictions in which we operate.
We may use artificial intelligence and automated systems to screen, assess, and select candidates during our recruitment process. This includes resume screening, skills assessment, and candidate matching. You have the right to request human review of any automated decision.
We are committed to protecting the privacy interests of job applicants and candidates. For more information about our privacy practices during our Talent Acquisition process, please refer to the Job Candidate Privacy Notice below.
Job Candidate Privacy Notice | Tipalti
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