Senior Customer Success Manager

Astra Security; Bengaluru; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Astra Security is seeking a Senior Customer Success Manager (Technical) to own strategic accounts end-to-end, from onboarding through renewal and expansion. You’ll collaborate with sales, security, and marketing to ensure a trusted advisor relationship with CTOs, CISOs, and engineering leaders, driving adoption and value across the Astra platform.

You will manage multi-geography accounts, lead QBRs, and shape the CS playbooks and KPIs while maintaining CRM hygiene and accurate forecasts.

Qualifications

• 5+ years in a Customer Success role at a SaaS company.
• Ownership of the full customer lifecycle: onboarding, adoption, renewals, retention.
• Proven track record of renewals and upsell/cross-sell in a PLG motion.
• Analytical and data-driven in how you manage accounts.

Responsibilities

• Own a portfolio of Astra's strategic and high-value accounts, ensuring health, retention and growth across the lifecycle.
• Drive renewals end-to-end, forecast accurately, and secure long-term partnerships before expiry.
• Identify and close up-sell and cross-sell opportunities with the sales team.
• Lead onboarding and adoption for strategic customers to realise value quickly and continuously.
• Run structured QBRs and keep CRM data, health signals, and forecasts clean and reporting-ready.
• Craft and run customer email sequences and lifecycle communications to drive onboarding, adoption and renewal outcomes.
• Serve as a trusted advisor to CTOs, engineering leaders and CISOs, translating security and business goals into platform outcomes.
• Manage multi-stakeholder relationships across geographies (NAMER, Europe, etc.).
• Own and improve CS metrics such as NRR, GRR, churn, adoption, and NPS, and help define KPIs and playbooks.

Skills

Customer Success

Customer Lifecycle Management

Renewals

Upselling

Cross-Selling

SaaS

Cybersecurity

Stakeholder Management

Data-Driven Account Management

Job description

Senior Customer Success Manager, Technical

Seniority Level: Mid-Senior level

Employment Type: Full-time

Job Functions: Customer Success

Skills: Customer Success, Customer Lifecycle Management, Renewals, Upselling, Cross-Selling, Adoption, Customer Satisfaction, Software as a Service (SaaS), Cybersecurity, Stakeholder Management, Data-Driven Account Management

About Astra:

Astra is a cybersecurity SaaS company that makes otherwise chaotic pentests a breeze with its one-of-a-kind AI-led offensive Pentest Platform. Astra's continuous vulnerability scanner emulates hacker behavior to scan applications for 15,000+ security tests.

CTOs and CISOs love Astra because it helps them to achieve continuous security at scale, fix vulnerabilities in record time, and seamlessly transition from DevOps to DevSecOps with Astra's powerful CI/CD integrations. Astra is loved by 1000+ companies across 70+ countries. In 2024 Astra uncovered 2.5 million+ vulnerabilities for its customers, saving customers $110M+ in potential losses due to security vulnerabilities.

We've been awarded by the President of France Mr. François Hollande at the La French Tech program and Prime Minister of India Shri Narendra Modi at the Global Conference on Cyber Security. Loom, MamaEarth, Muthoot Finance, Canara Robeco, Dream 1...

Role Overview:

We're looking for a Senior Customer Success Manager who has done this before. Someone who has owned customer relationships end-to-end, driven renewals and expansion, and knows what "good" looks like in a mature CS motion. This is a senior individual contributor role for someone who not only delivers on their own book of business but also raises the bar for how customer success is run.

You'll own a portfolio of our most strategic accounts, guide customers from onboarding through renewal, and turn them into Astra-nauts (yes, that's what we call our customers & team members!) who genuinely rely on Astra's platform. Beyond your own accounts, you'll help shape the playbooks, KPIs, and best practices that the wider CS team runs on, and be a go-to person newer CSMs can learn from.

The role works closely with our sales, security, and marketing teams. We're a cybersecurity company with CTOs, engineering leaders & CISOs as our ICP, so we'll strongly prefer candidates who bring a solid understanding of principles of computer science and can hold a technical conversation with a security-savvy customer.

• Own a portfolio of Astra's strategic and high-value accounts, taking full accountability for their health, retention, and growth across the entire customer lifecycle.
• Drive renewals proactively by owning the renewal cycle end-to-end, forecasting accurately, and securing long-term partnerships well ahead of expiry.
• Identify and close up-sell and cross-sell opportunities across complementary Astra products, in partnership with the sales team.
• Lead seamless onboarding and adoption for strategic customers, ensuring they realize value from Astra's platform quickly and continuously.
• Run structured Quarterly Business Reviews (QBRs) with customers, and drive CRM maturity by keeping account data, health signals, and forecasts clean, consistent, and reporting-ready.
• Craft and run customer email sequences and lifecycle communications that drive onboarding, adoption, and renewal outcomes at scale.
• Serve as a trusted advisor to technical and executive stakeholders (CTOs, engineering leaders, CISOs), translating their security and business goals into outcomes on the platform.
• Manage complex, multi-stakeholder relationships across internal teams and customer organizations, including accounts spread across multiple geographies (NAMER, Europe, etc.).
• Own and improve core CS metrics such as NRR, GRR, churn, adoption, and NPS, and help define, deploy, and standardize the KPIs and playbooks the CS team operates against.
• Contribute to team maturity by mentoring peers, supporting new-hire ramp-up and training, and sharing best practices that make the whole CS function stronger.
• Partner cross-functionally with sales, security, and marketing to deliver an exceptional, joined-up customer experience and feed customer insight back into the business.
• Maintain accurate, up-to-date records and reporting within the customer success platform so account health and forecasts are always trustworthy.

Skills & Qualifications:

Must-Haves

• Minimum 5 years of overall experience, with at least 3 years in a Customer Success role at a SaaS product-led company.
• Demonstrated ownership of the full customer lifecycle, covering onboarding, adoption, renewals, and retention, for a book of SaaS accounts.
• Proven track record of driving renewals and of upselling and cross-selling, ideally in a PLG motion.
• Hands-on experience implementing and executing customer success strategies, not just following them. You've helped design how CS gets done.
• Strong command of CS metrics (NRR, GRR, churn, adoption, NPS); analytical and genuinely data-driven in how you manage accounts.
• Experience running QBRs and maintaining CRM hygiene and maturity to keep account data and forecasts reliable.
• Experience drafting customer email sequences and lifecycle communications.
• Excellent communication and stakeholder-management skills, with a customer-first mindset and the ability to build rapport at both technical and executive levels.
• Willingness to work from Bangalore (on-site).

Preferred

• Prior cybersecurity or security-adjacent product experience.
• Technical or product background, with an understanding of principles of computer science and the ability to hold a technical conversation with a security-savvy customer.
• Experience mentoring or training junior team members, or owning a slice of team enablement.5