Customer Success Manager, Federal

Censys; Ann Arbor (MI); Remote; USD 171,000 - 243,000; Full time

Benefits offered by this job

Equity

Health, dental & vision

Retirement plan

Parental leave

Mental health benefits

Flexible PTO

Professional development stipend

Sales incentive pay

Annual bonus plan

Job summary

Censys, based in Ann Arbor, Michigan, is seeking a Customer Success Manager, Federal to support, enable, and grow Federal customers post-sale. You will be the primary post-sales contact for government agencies worldwide, coordinating with Customer Solution Engineering, R&D, Sales, and Marketing to deliver on client goals.

You will onboard, drive adoption, enable stakeholders, and manage renewals and expansions while maintaining accurate activity records.

Responsibilities

• Manage customer life cycles through onboarding, adoption, enablement, renewal, and expansion
• Lead post-sale engagements and kickoff meetings with the Customer Success Engineer
• Drive customer adoption by understanding use cases and articulating value propositions
• Educate customers on new features and platform workflows, Beta Programs and Design Partnerships
• Proactively monitor customer health, renewal process, and mitigate churn risks
• Identify expansion opportunities with Sales and facilitate customer references or case studies
• Collaborate with Internal teams to deliver on client goals and maintain records in Catalyst and Salesforce
• Other duties as assigned

Job description

Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.

Role Summary

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

Responsibilities

• 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)
• Other duties as assigned

For high cost of living areas (San Francisco Bay, New York City, and Seattle), the expected salary range for this position is $190,000 - $255,000 USD, plus bonus eligibility and equity.

For all other locations, the expected salary range for this position is $171,000 - $243,000 USD, plus bonus eligibility and equity.

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information.

Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Censys’s compensation and benefits are subject to change and may be modified in the future. Please see our careers page for more details.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. Additionally, if hired, we would love to bring you to our HQ in Ann Arbor for in-person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our Censys Privacy Policy .

Our roots are in Ann Arbor, Michigan and our innovation is fueled by the team’s global perspectives. For this role, we are open to remote employees across the continental US. We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer.

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