Client Success Manager

Grubhub; Chicago (IL); Hybrid; USD 70,000 - 110,000; Full time

Benefits offered by this job

Equity

401(k)

Health, dental & vision

Disability insurance

Paid time off

Parental leave

Meal discounts

Exclusive perks across Wonder family

Job summary

Grubhub for Business seeks a Senior Client Success Manager to own a growing book of SMB and Enterprise clients, focusing on onboarding, retention, and revenue expansion. You will mentor junior team members and partner with Sales to optimize the client journey.

You’ll manage large corporate accounts, conduct trainings, and lead strategic reviews, ensuring successful launches and ongoing adoption across a diverse client base in a fast-paced hybrid environment.

Qualifications

• Bachelor's degree.
• 5+ years in B2B account management, sales, or client success.
• Experience upselling or cross-selling to achieve quotas.
• Ability to analyze trends to identify opportunities.
• Collaborate with Sales to optimize the client journey and lifetime revenue.
• Excellent communication, organizational, and problem-solving skills.
• Comfort handling high-stress situations and de-escalation.

Responsibilities

• Own a book of business and revenue objectives for 50–200 clients.
• Prioritize book to focus on VIP accounts' revenue impact.
• Identify upsell and cross-sell opportunities through client relationships.
• Partner with sales to onboard new business and set goals.
• Lead client trainings and onboarding for largest corporate clients.
• Monitor performance and address issues, de-escalating as needed.
• Lead virtual or in-person client meetings for day-to-day management.
• Log activities in Salesforce and keep opportunities updated.
• Meet KPIs, including QBRs and client engagement.
• Own contract renewal process and negotiations.
• Maintain product knowledge and liaise with other departments.
• Mentor junior CSMs.

Skills

Account management

Sales

Client success

Upselling

Cross-selling

Data analysis

Collaboration

Communication

Problem solving

Technical aptitude

Salesforce

Gainsight

ChurnZero

Google Suite

Education

Bachelor's degree

Tools

Salesforce

Gainsight

ChurnZero

Google Suite

CRM software

Job description

About Grubhub

At Grubhub, we believe food is more than just a meal: It’s a source of discovery, connection, and pure enjoyment. There’s a time and place for every type of dish, from hidden neighborhood gems to tried-and-true favorites, and we exist to connect people with the food they love in all the ways they like to dig in. We’ve been at it since 2004, but now, as part of Wonder, Grubhub is operating with a renewed sense of momentum and the high-velocity energy of a powerhouse startup. As a leading U.S. ordering and delivery marketplace, we feature over 415,000 merchants in more than 4,000 cities, creating the ultimate food experience by elevating online ordering through innovative restaurant technology, easy-to-use platforms, and an improved delivery experience. We are constantly finding new ways to innovate—from integrated grocery delivery with groceries powered by Instacart to exclusive loyalty programs. Join our team, based out of New York City, Chicago and Denver, and help us give our diners the exceptional value they deserve.

About The Opportunity

The Client Success team in Grubhub for Business works with SMB and Enterprise organizations who have Grubhub meal programs for their employees. CSMs assist their SMB and Enterprise clients in onboarding, facilitating and growing their corporate meal program which can include individual orders, group orders, catering, and event based services. CSMs are experts on the corporate program, features, and use cases. They continuously work to identify and complete revenue upsell and cross-sell opportunities through maintaining good client relationships. Senior CSMs work with the largest Grubhub for Business clients including Fortune 500 companies who have 7 figure annual budgets. As more experienced members of the team, Senior CSMs are responsible to mentor more junior and/or newer team members in addition to managing their personal book of business. Additionally, seniors demonstrate the CSM standard of excellence to the broader team through their behaviors and outcomes.

The Impact You Will Make

• Own a book of business and associated revenue objectives for 50 - 200 clients, which will have varying activity: a portion of the book will be “always-on,” some seasonal, and one-time events.
• Prioritize your book of business, in partnership with the team manager, to ensure a heavy focus on revenue impact from our VIP accounts
• Identify revenue upsell and cross-sell opportunities through maintaining good client relationships, doing frequent discovery and alerting clients to promotions and special offers.
• Partner with the sales team to ensure the successful onboarding of new business, engaging with customer stakeholders to quickly understand their goals to set up the account for success over time
• Execution of client training and other onboarding tasks for Grubhub’s largest corporate clients, ensuring a successful launch and client's ability to independently manage their program
• Monitor client performance, address open issues including order issue triage and in times of client dissatisfaction, de-escalating as needed and forming clear steps to reach resolution
• Lead virtual or in-person client meetings for day to day management of accounts, quarterly business reviews or other meetings as needed.
• Log activities in Salesforce including attaching email communication, submitting opportunities, and flagging risk scenarios via risk cases. Keep opportunities up to date with accurate data and upsell values
• Meet KPIs, as designated by team manager, including but not limited to delivering QBRs, logging opportunities and client engagement.
• Own contract renewal process, including contract negotiation to meet Grubhub and client financial objectives
• Maintain expert level product knowledge of existing and new features and functionality
• Liaise with other departments such as Marketing, Operations, Product, Finance, Revenue Ops, and others to determine the best solution to client needs, communicate feedback and relay trends
• Covers and supports team members as needed for out of office coverage and knowledge sharing. Formally mentors new and/or junior CSMs

What You Bring to the Table

• Bachelor's degree
• 5+ years of experience in a B2B Account Management, Sales or Client Success role
• Experience upselling or cross-selling new and existing business to achieve a quota or growth metric
• Ability to analyze trends and patterns to identify opportunities within your book of business
• Passion to partner with Sales to optimize the client journey and lifetime revenue
• Excellent communication, organizational, and problem solving skills with strong attention to detail
• Comfort navigating high-stress situations to de-escalate and resolve client complaints
• Ability to effectively work with and, as needed, lead communication with cross-functional internal teams
• Requires technical competence and an aptitude for learning new systems. Experience with Google Suite and Client Success tools (ChurnZero, Gainsight, Salesforce) is a plus
• Excellent collaborator, actively participates in group discussions, leading as needed and coaching teammates
• Comfortable with ambiguity and change and thrives in a fast paced environment
• Some travel may be required

As a matter of company policy, Wonder does not sponsor applicants for employment visa status for this role.

Our hybrid model requires 3 days a week in the office. That said, many team members choose to come in more often to take advantage of in-person collaboration and connection. You're welcome—and encouraged—to be in the office up to 5 days a week if it works for you.

Chicago: $70,400–$88,000 ($88,000–$110,000 OTE)

Wonder uses geographic-specific salary structures, which means the salary offered may vary depending on where the job is located. The final salary offer will take into account various factors, such as the candidate's skills, education, training, credentials, and experience.

Benefits

The benefits applicable to this role include a competitive compensation package with equity and a 401(k). We also offer a choice of medical, dental, and vision plans, company paid short and long term disability coverage, paid time off including flexible time off for exempt employees, paid vacation for non-exempt employees, and paid sick leave in compliance with applicable law in addition to paid parental leave, discounted meals and exclusive perks across the Wonder family of brands.

Eligibility, effective dates, and available plan options vary by employment classification and location. To learn more about benefits for this role, visit our Careers page here.

A Final Note

At Wonder, we build the best teams by hiring with an objective lens — evaluating people for their potential while championing diversity, equity, and inclusion. We do not discriminate based on race, color, religion, gender identity or expression, sexual orientation, national origin, age, military service eligibility, veteran status, marital status, disability, or any other protected class. As part of our commitment to fair and compliant hiring practices, Wonder participates in the federal government’s E-Verify program to confirm employment eligibility. If you need an accommodation during the interview process, please let your recruiter know.