Director, Mid Market Customer Success

Kenyan Edu; Northern (KY); Remote; USD 211,000 - 248,000; Full time

Benefits offered by this job

Remote work USA

Job summary

Abnormal AI is seeking a Director of Customer Success to lead the Mid Market organization, overseeing managers of Mid Market and Digital CSMs and driving retention, adoption, and expansion for the Mid Market and digital customer base.

You will shape segmentation, partner with Sales, Renewals, Support, and Product, and coach teams to scale high-touch and digital programs while delivering measurable value in a security-focused SaaS environment.

Qualifications

• 6+ years in Customer Success or Post-Sales leadership
• Experience leading Mid Market or digital CS motions
• Proven ability to run a quota-carrying org
• Experience building segmentation for CS
• Excellent communication and stakeholder management
• Multilingual abilities a plus for global segment

Responsibilities

• Lead and develop the Mid Market CS org, including people managers of Mid Market and Digital CSMs
• Own strategy for Mid Market CS across high-touch and digital programs
• Oversee renewal and expansion outcomes with the Renewals team
• Define segmentation for Mid Market and adjust as business grows
• Collaborate with Sales, Renewals, Support, and Product to ensure seamless customer journeys
• Guide managers on product positioning, value realization, and success metrics
• Serve as escalation point for significant issues in Mid Market and Digital segments
• Use data to monitor health, retention risk, and proactive engagement strategies
• Build scalable success planning frameworks and playbooks for Mid Market and Digital customers
• Represent customer voice to influence product and GTM priorities
• Travel 10–20% as needed

Skills

CS leadership

Mid Market / tech-touch

Renewal targets

Segmentation

Stakeholder comms

Multilingual

Job description

# Director, Mid Market Customer SuccessAbnormalRemote Full Time Remote Posted 11 hours agoShare this job:WhatsApp LinkedIn X Facebook Email#### Job DescriptionHeadquarters: Remote - USA About the Role Abnormal AI is looking for a Director of Customer Success to lead our Mid Market Customer Success organization. This leader will oversee people managers leading teams of Mid Market and Digital Customer Success Managers, responsible for driving retention, adoption, and expansion across our Mid Market and tech-touch customer base. As a member of the Customer Success leadership team, you'll set the strategy and vision for how we engage and retain Mid Market customers across both high-touch and digital motions, building a segmented approach that scales efficiently while still delivering measurable value. You'll partner closely with Product, Engineering, Sales, and the Renewals organization to ensure a seamless customer journey and strong renewal outcomes, and you'll coach a bench of first-line managers to build strong, accountable teams. The ideal candidate brings a track record of leading CS leaders (not just CSMs), fluency in both relationship-driven and program/tech-touch models, and a passion for scaling customer outcomes in a high-growth security company. This role reports to the VP of Customer Success. What you will do Lead and develop the Mid Market Customer Success organization, including the people managers of Mid Market and Digital CSMs, coaching them to build and run high-performing teams. Own the strategy and vision for Mid Market Customer Success across both segmented, high-touch coverage and Digital/tech-touch programs, ensuring the two motions are complementary rather than siloed. Own the renewal and expansion outcomes for the Mid Market and Digital segments, partnering closely with the Renewals organization on execution while holding your own managers and CSMs accountable for adoption, health, and expansion pipeline that drives those outcomes. Establish and evolve the segmentation strategy for Mid Market, determining which accounts sit in high-touch CSM coverage versus Digital/automated engagement, and adjusting as the book of business grows. Partner cross-functionally with Sales, Renewals, Support, and Product to ensure a seamless customer experience and maximize retention and expansion across the segment. Maintain a strong working knowledge of Abnormal's AI-driven email security platform, enabling you to guide managers and CSMs on product positioning, use-case development, and value realization with customers. Serve as an escalation point for significant customer issues within Mid Market and Digital, engaging directly with customers when needed and partnering with Product/Engineering to drive resolution. Use data and reporting to monitor customer health, identify retention risk, and guide proactive engagement strategies across both segments. Build and scale success planning frameworks, playbooks, and programs appropriate to Mid Market and Digital customers, distinct from Enterprise motions. Represent the voice of the Mid Market and Digital customer internally, influencing product roadmap and go-to-market priorities for the segment. Travel based on customer and business needs (est. 10–20%). Must Haves 6+ years of experience in Customer Success, Account Management, or Post-Sales leadership within a B2B SaaS environment, including experience managing people managers. Proven success leading Mid Market or tech-touch/digital customer success motions, ideally in the cybersecurity, email security, or infrastructure SaaS space. Demonstrated ability to run a quota-carrying organization, with ownership of renewal and expansion targets across a segment. Experience building or scaling a segmented CS model. Excellent communication and interpersonal skills, adept at engaging stakeholders at all levels internally and externally; multiple languages a plus given the global nature of the segment. Strong leadership and team-building skills, with a track record of developing managers, not only individual contributors. Comfort operating in a fast-paced, high-growth technology environment with a bias toward ownership and action. Nice to Have Experience in email security, cybersecurity, or enterprise infrastructure software. Familiarity with API-based SaaS solutions and cloud-native architectures. Prior experience leading globally distributed or multi-regional CS teams. Experience standing up or scaling a Digital/tech-touch CS motion from an earlier stage. #LI-LM3Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.Base salary range:$210,800—$248,000 USDA note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards. Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.